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 emotiona l intelligence skill that yields hardsales results, optimism. There is evidencse that supports the theory that salee teams possessing high levels of optimism make companiesamore money. One of the best case studiexs comes from the work that psychologist Martin Seligman did with Metropolitan Life in New He convinced Met Life to give him access to thei r new employees and administer the usual as well as a new test he developef thatmeasured optimism. He followed the progress of new salespeopld for one year and found that salespeople who scoreds high in optimism sold 33 percent more insurance than thoswe whoscored low.
Aftee two years, the optimisti group of salespeople were thriving intheir positions, whicgh increased retention and decreasefd the costs associated with turnover and increased sales. How optimistic is your organization ? There is a lot of press on theswine flu, and peoplw are worried about catching it. There is another epidemic to watchg out forin today’s economy: pessimism. It can be deadlu when it hits an organization because emotionare contagious. The clinical term is emotional contagion and is definedas “the transmission of moods.” When people are in a certaij mood — happy or depressed — that mood is ofte communicated to others.
What is the mood at your company A sales manager shares the storu of a rep who started every conversationb in the lastdownturn with, “You probablh don’t have any money so you don’gt want to buy …” The self-fulfillingy prophecy was set by the salesperson, and the prospecrt followed the salesperson’s lead. No deal. So what can you do to stop the epidemivcof pessimism? Study and duplicate optimistic salespeople. When facede with adversity, optimistic salespeople ask themselves: • What’s good about this? They know that adversityy is where true character is formed and great lessonwsare taught.
Optimists take advantagee of this schooling because they know that lessones learned today make money inthe future. What can I do about this situation ? Optimists know that control equals action yields results and resultsincrease • What is funny about this ? Humor is a great way to relievse stress, which frees up the mind for creativity and Optimistic salespeople take control. They know sales is the greatest profession to be in during a They can meet with mentors who can help them look at anothef way of doing businesa intough times. They can outwork their competitors. They can investt in learning and outsmarttheier competitor.
Optimistic salespeople manage results, not