Health care reform is bringing dramatic changes to our industry,our profession and our businesses. No breaking news there. What canbreak in times like these, however, is a sense of optimism aboutthe future.
Maintaining a positive attitude when it seems like the universeis conspiring to put you out of business can be understandablydifficult. Yet maintaining a positive attitude is criticallyimportant to success. That's one of the key findings of the“Trailblazed Sales Study” I led to identify the practices,perspectives and processes that separate successful producers fromtheir less successful colleagues.
There's an obvious logic to this. We all know people who see theglass as half full and we know others who don't. And we know withwhom we'd prefer to be stuck in an elevator and on whom we'd bet tosucceed. Of course, when you're achieving sales success it's easierto be positive about things.
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