To boost sales, check your optimism level - bizjournals:

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Here’s a thought: Take a look at a soft emotionall intelligence skill that yields hardsales results, optimism. Therre is evidence that supports the theory that saless teams possessing high levels of optimism make companiemore money. One of the best case studies comese from the work that psychologist Martin Seligma n did with Metropolitan Life inNew York. He convincede Met Life to give him access to their new employees and administer theusual testing, as well as a new test he developex that measured optimism. He followed the progreszs of new salespeople for one year and foun d that salespeople who scored high in optimisk sold 33 percent more insuranc than those whoscored low.
Aftee two years, the optimistic group of salespeople were thriving intheir positions, whicn increased retention and decreased the costsw associated with turnover and increased sales. How optimistic is your organization? There is a lot of pressz on theswine flu, and people are worried abouy catching it. There is another epidemic to watc out forin today’s pessimism. It can be deadly when it hits an organizatiobn because emotions are The clinical term is emotional contagion and is defineeas “the transmission of moods.” When peopl e are in a certain mood — happyu or depressed — that mood is oftemn communicated to others. What is the mood at your company??
A sales manager shares the story of a rep who startedr every conversation in the lastdownturjn with, “You probably don’t have any moneuy so you don’t want to buy …” The self-fulfillingv prophecy was set by the salesperson, and the prospectt followed the salesperson’s lead. No deal. So what can you do to stop the epidemic of pessimism? Study and duplicate optimistic When faced with adversity, optimistic salespeople ask themselves: What’s good about this? They know that adversitg is where true character is formed and great lessonsz are taught.
Optimists take advantagr of this schooling because they know that lessons learnes today make money inthe future. What can I do about this situation? Optimists know that control equalds action, action yields results and resultsincreasee motivation. • What is funny about this? Humor is a greag way to relieve stress, which frees up the mind for creativit yand innovation. Optimistic salespeopld take control. They know sales is the greatesft profession to be in duringga recession. They can meet with mentors who can help them look at another way of doing business in tough They can outworktheir competitors. They can inves t in learning and outsmarttheifr competitor.
Optimistic salespeople manage not excuses.