To boost sales and get a competitive edge, check your level of optimism - bizjournals:

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Here’s a thought: Take a look at a soft emotionalo intelligence skill that yields hardsales optimism. There is evidence that supports the theory that salexs teams possessing high levels of optimisnm make companiesmore money. One of the best case studiess comes from the work that psychologist Martihn Seligman did with Metropolitan Life in New He convinced Met Life to give him access to theire new employees and administer theusual testing, as well as a new test he developesd that measured optimism. He followed the progress of new salespeople for one year and founds that salespeople who scored high in optimismsold 33% more insuranced than those who scored low.
Aftere two years, the optimistic group of salespeople were thriving intheir positions, which increased retention, decreased the costs associated with turnover and increased How optimistic is your organization? There is a lot of press on the swined flu, and people are worried about catching it. There is another epidemic to watch out forin today’ds economy: pessimism. It can be deadly when it hits an organization becausee emotionsare contagious. The clinical term is emotional contagion and is defineeas “the transmission of When people are in a certain mood — happg or depressed — that mood is often communicated to others. What is the mood at your company?
What message is the leadership team sending yoursales team? What is your sales team communicatingf to your customers and prospects? A sales managetr shares the story of a rep who started every conversation in the last downturn with, “Yoi probably don’t have any moneuy so you don’t want to buy …” The self-fulfilling prophechy was set by the salesperson, and the prospect followed the salesperson’as lead. No deal. So what can you do to stop the epidemiof pessimism? Study and duplicate optimistic salespeople. When facecd with adversity, optimistic salespeople ask themselves: • What’s good about this?
They know that adversituy is where true character is formedx and great lessons are Optimists take advantage of this schooling because they know that lessonx learned today make money inthe future. What can I do about this situation? Optimistsw know that control equals action, action yields results, and results increase motivation. What is funny about this? Humord is a great way to relieve stress which freees up the mind for creativity and They choose theirfriends wisely. The motivational speaker Jim Rohn “You are the average of the five people you spene the mosttime with.” Are you hanging out with optimists or pessimists?
What kind of emotion is gettinv spread among your peers and colleagues? Is it healthuy conversation or a new version of pessimistic flu? They remind themselvesd that adversity is temporary, not permanent. If businesss is a little slow, optimistic salespeople speed it up by takinyg care of their best existing customers. Optimistic salespeople take They know sales is the greatest professiomn to be in duringfa recession. They can increasew their prospecting activity without runninbg it through a board of They can meet with mentors who can help them look at anothedr way of doing business in tough They can outworktheir competitors. They can invesgt in learning and outsmarttheir competitor.
Optimistic salespeople managed results, not excuses.