B2B Sales, Lead Generation and Marketing Blog

Harnessing the Power of Expectation and Attitude

Posted by Vendere Team on Tue, Apr 12, 2011 @ 11:04 AM

How does expectations and attitude effect our daily accomplishments?   The concept can probably be summarized by the idea that we reap what we sow.  Many people have noticed this concept at work in personal matters, but it seems especially observable in daily business activities such as Telemarketing, Qualified Lead Generation and Direct Sales.  These business activities cover a wide variety of areas that include – Appointment Setting by phone, Sales Presentation, Customer Support, B2B Client Management and retail work.

Have you ever noticed a connection between the way you feel and the results that you get from your daily business activities?  Does it seem strange that what you expect is often what happens?  How about when you achieve a goal right off the bat in the morning?  How does that usually affect your attitude and success during the rest of the day? 

It would seem that both positive and negative influences in life and the workplace have a certain momentum.  This momentum often seems to extend either good or bad results beyond the initial feeling or circumstance.  At times these results may be subtle, but there is an almost uncanny consistency in this principle of sowing and reaping.

The Power of Expectation

One great example of the power of expectation is the classic contest scenario.  You really need to hit a quota because there is a prize or because you and a colleague have a little competition going.  It seems that even a little incentive goes a long way.  When I worked with an insurance company, we had Monday call labs after our team meeting.  The manager put a bunch of 5 dollar bills on the white board.  When you set an appointment, you marked the board and grabbed a ‘fiver’. 

describe the imageStrangely enough, on Mondays I very rarely failed to set at least 1 or 2 appointments.  Shouldn’t I be substantially motivated by the potential payout of a new client? Why would the extra 5 bucks matter? 

Strange as it may seem, when I ask myself if I actually worked a little harder for the $5, the answer was definitely yes.  The expectation of getting my lunch paid for was a helpful incentive, but when that coupled with the morale (attitude) boost of tasting success, the result was usually continued success.

Great SuccessBased on my own business experience and stories from others, I have been surprised at just how often the power of expectation and attitude can be seen at work.  At times, it really seems almost uncanny!  It really is amazing that our own mentality seems to have such a consistent impact on our results.

Zig Ziglar Backs This Theory Up

Numerous sales experts have commented on this parallel as well.  Here are a few helpful quotes by the great Zig Ziglar.
1. A goal properly set is halfway reached.
2. If you don't see yourself as a winner, then you cannot perform as a winner.
3. Positive thinking will let you do everything better than negative thinking will.
4. Your attitude, not your aptitude, will determine your altitude.
5. You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.

Quotes provided by: Brainyquote.com

Strive for a Positive Environment

The level of impact that attitude and expectations have on sales results may be debated, but I don’t believe that there is any question of whether or not there is an impact.  My challenge to you is: Find the motivators and set the goals that give you direction and then choose to have a positive attitude about what you do. 

Work to create the kind of environment that will encourage others and continue the success that is already being realized.  I recognize that we don’t live if a fairy-tale world and there will be tough days.  Nobody is happy all the time, but I encourage you to find and pursue those things that give you a positive mental/emotional boost and make sure to get a dose of that during your work day.  

You’ve probably heard that life is what you make it.  Well, the exact same thing is true of your work.  There is great potential for success when we are mindful of our attitude and expectations.  Just remember that your positive attitude will not only move you toward success, but will also help those around you.  One reason that attitude is a prelude to success is that it’s contagious.  Other people pick up what you are putting out, whether a prospect or a co-worker…and often respond accordingly.  So, take a look.  What kind of vibe are you putting out?  

In summary, take note of those things that improve your attitude and seek to set some attainable goals.  Consider what you can do to improve your office environment.  Your positive attitude and expectations are an important catalyst for driving you and your business toward success.

Written by Jordan Butts

Topics: lead generation, appointment setting, sales, telemarketing

RFI tips for b2b lead generation appointment setting