Do Optimistic Salespeople Outsell Pessimists?
The environment in which we sell most definitely affects our sales performance – I’m not referring to whether or not our offices have heaters, I’m referring to what the R40k-a-day experts call “the corporate culture”. In very simple terms – the happier we are at work, the more we sell.
Dr Kobus Neethling, one of South Africa’s esteemed training gurus, refers to “above the line” and “below the line” thinking and how the negativity of others affects us. It’s a scientifically proven fact – thanks to Dr Martin Seligman’s research in the U.S. – That optimistic salespeople will always outsell pessimistic salespeople. They try harder, they keep going despite difficult circumstances and they never ever give up.
As sales professionals, we need to ensure that we are “masters of the self”. When we are, the external sales environment plays a minimal role in our lives. However just to play it safe – don’t just walk away from a negative person – run for your life!
by Suzanne Burgess