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Are You An Optimist or A Pessimist?
Only two groups of people don’t need to learn how to use Optimism in their work settings: those who are lucky enough to be born Optimists and those who occupy low defeat jobs, Example: (Low turnover, specific technical skills) in low pressure settings like: Contract negotiations, financial control and accounting, business and administration, statistics, technical writing personal and industrial relations management.
The good news is that, for those who don’t have it naturally,
optimism is an attitude that can be learned and practiced
Optimism is a foundational success skill for sales people and everyone else.
The top 10% of the optimists in one industry, insurance, (with the highest optimism scores) sold 88% more than those ranked in the most pessimistic 10%.
Optimism is a philosophy. It’s the belief that things will work out for the best, regardless of how the situation looks today. Optimism is a personal choice to view things positively. It’s your attitude. It’s personal. It’s a choice.
A Salesperson Has To Believe
Imagine a job in which part of the way that you create value is by acquiring new customers. Imagine a job where your role is creating value for these prospective customers by providing them with your company’s products or services, helping them with their problems and challenges, and helping to make massive improvements that make them more competitive in their space. Imagine leading and managing that value creation process.
That sounds like an awesome job, and we call it B2B sales!
But what if all of your dream clients already had a provider of your product or services? What if instead of greeting you and your offerings with open arms, your first response from these prospective customers was almost always a resounding no? What if I added the additional duty of continuing to call and develop these prospective customers even when the chance for acquiring some of them was relatively low–and in some cases non-existent?
Would you pick up the phone and dial the next prospect if you believed it wouldn’t make a difference? Would you again (and again) call the prospect that has already told you no so many times that you have lost count?
A salesperson has to believe.
Optimism is what allows you to continue. It allows you to believe that you can make a difference. It underpins your belief that the next call will be the call that moves the chains. It allows you to believe that–eventually–something will change for the prospective client that change will result in your gaining an opportunity. It allows you to believe that you can create enough value to change your dream client’s mind.
Optimism allows you to draw on your resourcefulness to overcome obstacles and roadblocks, instead of deciding not to try.Pessimism is a mental attitude. Pessimists anticipate undesirable outcomes from a given situation, which is generally referred to as situational pessimism, or believe that undesirable things are going to happen to them in life more than desirable ones.
Pessimism is a mental attitude. Pessimists anticipate undesirable outcomes from a given situation, which is generally referred to as situational pessimism, or believe that undesirable things are going to happen to them in life more than desirable ones.
A salesperson has to be optimistic. They have to believe they can win against even the longest of odds. Salespeople have to believe that things will work out in their favor.
This optimistic belief is what allows a salesperson to take action, and those actions are what eventually leads to success.
- Are the best salespeople around me optimistic or pessimistic?
- Which choice am I making?
Feeling Optimistic Today? Check Your Score…
For each statement, indicate how much you agree with it.
There are no right or wrong answers.
Please be as accurate and honest as you can throughout.
Try not to let your answer to one statement influence your answers to other statements