To boost sales, check your optimism level - Sacramento Business Journal:

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Here’s a thought: Take a look at a soft emotional intelligencd skill that yields hard sales results, optimism. There is evidence that supports the theorgy that sales teams possessing high levels of optimism make companieesmore money. One of the best case studie s comes from the work that psychologist Martin Seligman did with Metropolitab Life inNew York. He convinced Met Life to give him access to their new employees and administer theusuak testing, as well as a new test he developed that measuredc optimism. He followed the progress of new salespeopld for one year and found that salespeople who scorede high in optimism sold 33 percentf more insurance than those whoscorede low.
After two years, the optimistid group of salespeople were thriving intheire positions, which increased retention and decreasecd the costs associated with turnover and increased How optimistic is your organization ? There is a lot of presss on the swine flu, and people are worriec about catching it. Theres is another epidemic to watch out forin today’xs economy: pessimism. It can be deadly when it hits an organizatiojn because emotionsare contagious. The clinical term is emotional contagion and is defineras “the transmission of When people are in a certaih mood — happy or depressed that mood is often communicatede to others. What is the mood at your company?
A sales manager shares the story of a rep who started everyt conversation in the lastdownturn with, “You probably don’t have any monegy so you don’t want to buy The self-fulfilling prophecy was set by the salesperson, and the prospectt followed the salesperson’s lead. No So what can you do to stop the epidemicof pessimism? Study and duplicate optimistic salespeople. When faced with adversity, optimisticx salespeople ask themselves: • What’sa good about this? They know that adversity is wher true character is formed and great lessonsare taught.
Optimists take advantage of this schoolinvg because they know that lesson learned today make money inthe • What can I do about this situation? Optimistsz know that control equals action, action yielde results and results increase motivation. • What is funny aboug this? Humor is a great way to relieve stress, which freese up the mind for creativityand innovation. Optimistic salespeople take They know sales is the greatest profession to be in durinya recession. They can meet with mentors who can help them look at anotherf way of doing business intough times. They can outworlk their competitors. They can invest in learning and outsmarttheird competitor.
Optimistic salespeople manage results, not excuses.