A business owner or executive decision maker has his or her hands full every working hour. Employees call in sick or create problems, customers complain, something breaks down, money may be short, health or family matters may be pressing. Is it any wonder that you just may be the first and only positive, enthusiastic influence on that prospect's otherwise miserable and hectic day?

Your own attitude is vital to the success of your next important interview. Your prospect may be in a dark mood, but you cannot adopt the same attitude, can you? You can, and should, listen to the prospect's woes empathetically when offered, but you cannot afford to assume the same negative attitude. Your positive outlook just may be the 'tonic' your prospect needs to move him or her out of an unproductive funk. Your smile, your upbeat manner, your interest in helping, your fresh ideas can make a big difference. 

Honestly, have you ever sold anything while in a negative frame of mind, or while your prospect is in a lousy mood? Yes, so have I, but not nearly so often as when my own mental attitude has helped to create an positive, collaborative atmosphere.

Try this. If you arrive at a prospect's place of business in a negative mood, do yourself and the prospect a favor. Sit right there in your vehicle until you have reviewed your situation and have found ways to regenerate your positive, enthusiastic mental attitude. You will always sell more of your ideas when you are in a positive frame of mind and can project that outlook to your prospect. Think about it. You may very likely be the only positive influence to walk through the prospect's door the entire day!