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 emotional intelligencer skill that yields hardsales optimism. There is evidence that supports the theorg that sales teams possessing high levelzs of optimism make companiemore money. One of the best case studiesa comes from the work that psychologist Martin Seligman did with Metropolitanb Life in New He convinced Met Life to give him accesa to their new employees and administer the usual as well as a new test he developed thatmeasured optimism. He followed the progress of new salespeoplw for one year and found that salespeople who score d high in optimism sold 33 percent more insurancr than those whoscored low.
After two years, the optimistid group of salespeople were thrivinvg intheir positions, whichg increased retention and decreasedf the costs associated with turnoverr and increased sales. How optimistif is your organization? There is a lot of presws on theswine flu, and people are worried abouty catching it. There is another epidemicc to watch out forin today’s economy: It can be deadly when it hits an organizatiomn because emotions are contagious. The clinica term is emotional contagion and is definedas “thew transmission of moods.” When people are in a certain mood happy or depressed — that mood is often communicateds to others. What is the mood at your company ?
A sales manager shares the stor of a rep who started every conversation in the lastdownturn “You probably don’t have any moneuy so you don’t want to buy …” The self-fulfillinv prophecy was set by the and the prospect followed the salesperson’s No deal. So what can you do to stop the epidemivof pessimism? Study and duplicate optimisti salespeople. When faced with adversity, optimistic salespeople ask • What’s good about this? They know that adversitg is where true character is formed and great lessonesare taught. Optimists take advantage of this schooling becausd they know that lessons learned todag make money inthe future.
• What can I do about this situation? Optimists know that controk equals action, action yields results and resultincrease motivation. • What is funnuy about this? Humor is a great way to relieve which frees up the mind for creativithand innovation. Optimistic salespeople take control. They know salez is the greatest profession to be in durinba recession. They can meet with mentors who can help them look at anothetr way of doing business intougj times. They can outwor k their competitors. They can invesr in learning and outsmarttheir competitor. Optimistic salespeople managw results, not excuses.