Misunderstanding The Good Attitude Thing!

by Paul Castain on February 9, 2012

I truly believe that lots of people misunderstand and even put too much emphasis on the importance of a good attitude.

For example, many people define a good attitude as simply being a positive thinker but isn’t that only part of this good attitude thing?

For example, for me to succeed shouldn’t I also have the attitude of always trying to find a solution no matter how big the challenge?

Shouldn’t I also have the attitude of allowing myself to become vulnerable enough to ask others for help?

Maybe I’m in a situation where I have to have an attitude of No BS!

In fact, we could make a whole laundry list of the different types of attitudes we need to be successful and we will still fall flat on our faces if we rely solely on our attitude!

Think I’m kidding?

What if I want to become a pilot and have the bestest attitude in the whole wide world.

But that’s it.

Care to take a flight with me if I offer to pilot the plane?

Why not? I mean come on, my attitude is awesome!

Is it safe to safe I might be missing a few things?

Let’s start with knowledge. Wouldn’t I need to know what I’m doing?

Even still . . .

What if I told you that I’ve read mucho books, read every pilot blog I could find, researched piloting techniques online and listened to a bunch of cds on the Pilotorial Arts?

Are you ready to take that flight with Capt Castain?

Why?

Because it still isn’t enough!

That’s right . . . a really cool attitude and a whole bunch of knowledge still isn’t enough!

In training we refer to this as the “Knowledge Trap” meaning we kid ourselves into thinking all this new knowledge is sufficient.

So guess what we do?

We stop the process right there.

Sound familiar?

Think about all the knowledge you acquired via cds, training, coaching, books, seminars, webinars and blogs like this one.

I know your attitude was there because you took the time to get in front of some new things

The knowledge is there but . . .

We need the third component which is Application as in . . .

Practice, apply and of course . . .

Making new distinctions and . . .

Getting our uniforms dirty!

I don’t want you to misunderstand me with my feelings about attitude.

It all begins, ends and hopefully continues with all of us having the proper attitude but . .

Don’t kid yourself into thinking its enough!

Today you are cordially invited to give your attitude the companionship of knowledge and application.

This picture should tell you how long I’ve been selling. Today I wear a shirt because it would scare too many people. For more information on how you can hire a badass like this to make you or your organization lethal . . . click here!

  • Dick Sullivan

    I appreciate your persepctive on attitude, and you’re right that there are many components. It’s always bothered me that many people confuse demeanor with attitude. Coming to work with a sunny disposition doesn’t mean anything if you’re not focused on doing your job. Thanks for the post!

  • Katetunison

    Yep! Execution is key!

  • http://yoursalesplaybook.com paulcastain

    Thanks Kate!

  • http://yoursalesplaybook.com paulcastain

    “Coming to work with a sunny disposition doesn’t mean anything if you’re not focused on doing your job.” Well said!
    Couldn’t agree more.

    Thanks Dick.

  • Jping

    think this is the first time that I’ve actually kinda maybe disagreed with you.  I don’t disagree with your theory that attitude alone will not cary the day.  what I disagree with is the notion that anybody would even think that attitude was enough!!  imho, attitude is the frame of mind that allows you to plan properly, execute well etc etc..   without the positive outlook, everything you want to do seems tedious or too difficult or too mundane.   if we (as aspiring sales jedi) feel confident in our sales abilities, then the PMA will surely take us further than the surly, bad-tempered,  grouch making calls!  just sayin’ !   

  • http://yoursalesplaybook.com paulcastain

    Unfortunately I see it all the time and I speak from experience.

    Of the 4,000 + sales reps I’ve trained and coached, the bulk of them initially were not executing on the knowledge they acquired prior to working with me.

    Most of them had fantastic attitudes.

    Believe me this is something I’d love to be wrong on because it means that more people would be getting closer to the goals they truly deserve!

    Thanks for sharing your perspective!

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