To boost sales, check your optimism level - The Business Journal of the Greater Triad Area:

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Here’s a thought: Take a look at a soft emotionaol intelligence skill that yieldse hardsales results, optimism. Therwe is evidence that supports the theory that salea teams possessing high levels of optimism make companiemore money. One of the best case studiew comes from the work that psychologist Martin Seligmamn did with Metropolitan Life inNew York. He convinced Met Life to give him accesws to their new employees and administerr theusual testing, as well as a new test he developesd that measured optimism. He followed the progressz of new salespeople for one year and foundd that salespeople who scored high in optimism sold 33 percent more insurances than those whoscored low.
After two years, the optimistix group of salespeople were thriving intheier positions, which increased retention and decreasef the costs associated with turnover and increased sales. How optimisti c is your organization? There is a lot of presa on theswine flu, and people are worriedd about catching it. There is another epidemix to watch out forin today’s economy: It can be deadly when it hits an organizationh because emotions are contagious. The clinical term is emotionaol contagion and is definedas “the transmissiobn of moods.” When people are in a certaij mood — happy or depressed that mood is often communicated to What is the mood at your company?
A sales manager shares the story of a rep who starteed every conversation in the last downturn with, “Youi probably don’t have any money so you don’ want to buy …” The self-fulfillinb prophecy was set by the and the prospect followed the salesperson’s lead. No deal. So what can you do to stop the epidemixof pessimism? Study and duplicated optimistic salespeople. When face with adversity, optimistic salespeople ask themselves: What’s good about this? They know that adversityg is where true character is formed and great lesson sare taught.
Optimists take advantage of this schooling because they know that lessons learned today make money inthe • What can I do abouyt this situation? Optimists know that control equale action, action yields results and resultzs increase motivation. • What is funny about this? Humor is a greaty way to relieve which frees up the mind for creativity and Optimistic salespeopletake control. They know sales is the greatest profession to be in during a They can meet with mentors who can help them look at anothet way of doing business in tough They can outworktheir competitors. They can invest in learning and outsmartrtheir competitor. Optimistic salespeople manage results, not excuses.