Short powerpoint on why optimists perform better in sales

1. Optimists Sell More... MindAssociates Ltd Mary Keightley www.mindassociates.com Performance is born in the mindTM

2. Successful Sales people have 3 essentials…. Talent…. Desire…. Optimism….. Copyright@MindAssociates2010

4. Lack of Product Knowledge?

5. Difficult Customer Base?

6. Bad Territory?

7. Something Else?Copyright@MindAssociates2010

9. PRODUCT KNOWLEDGE PRODUCT KNOWLEDGE SKILLS & BEHAVIOUR SKILLS & BEHAVIOUR ATTITUDE ATTITUDE Copyright@MindAssociates2010

11. Increasing differentiation of your business

12. Reducing costs and increasing profits

13. Increasing customer loyaltyCopyright@MindAssociates2010

14. Research shows........ Optimism increases Performance “Positive mindsets are prerequisites for neurotransmitters to be released that increase a persons information processing abilities” Copyright@MindAssociates2010

15. The SASQ will help you: Increase productivity Reduce turnover Identify more top producers to help your company grow Create a more optimistic and resilient work force Copyright@MindAssociatesLtd

16. OptimismLeads to Sales Success across industries Copyright@MindAssociatesLtd

18. Thinks so what Next

19. Bad is Temporary

20. Good is Permanent

21. Optimists mantra is I can

22. Focus on Options

23. Mostly Happy

24. Faith & Hope

25. Laugh to forget

26. Fixate on the Problem

27. Thinks why did this happen

28. Bad is Permanent

29. Good is Temporary

30. Pessimists mantra is I can’t

31. Focus on Excuses/Reasons

32. Mostly Grumpy

33. Cynical & Critical

34. Forget to laughCopyright@MindAssociates2010

35. Hire Optimists and Rewire the Pessimists? Research has shown that the SASQ (Seligman Attributional Sales Questionnaire) predicts sales productivity in many industries -- telecommunications, financial services, office products, automotive, banking, and housing market, to name a few. Optimistic salespeople in these industries outsell the pessimists by 20% to 40%. Further, studies reveal that test-takers cannot "beat the test," even when offered a financial incentive to do so. In other words, it is extremely difficult to outsmart the questionnaire and improve the score. Over 1000 studies demonstrate a direct relationship between individual scores and superior outcomes. Save your company time and money: Hire the right sales staff and retrain existing staff who need to lift their sales performance. Copyright@MindAssociates2010

36. “The Pessimist sees difficulty in every opportunity, the Optimist sees opportunity in every difficulty” Winston Churchill ....in this economic market the optimist will win every time...