By Shirleen Von Hoffmann Sales Coach and President HomeBuilders Edge Copyright 2011
How you approach the sales floor is more important than ever. Amid all this changes in the market and economy and heightened competition, Sales People who are positive are usually self-confident optimists. Being optimistic gives them the fuel that keeps them going in the right direction and the permission that allows them to take risks and the knowing each day that they are going to make the sale and close it.
There is little doubt that a positive outlook propels while a negative one imprisons. Many studies have shown this. For example, Martin Seligman, a University of Pennsylvania professor and one of the foremost students of optimism, surveyed representatives of a major life insurance firm. He found that, among the long-term reps, those who confidently expected a good outcome sold 37 percent more insurance than those with negative attitudes. Similarly, among the new hires, the optimists sold 20 percent more..
In fact, according to Mayo Clinic some studies show that these personality traits — optimism and pessimism — can affect many areas of your health and well-being. Positive thinking also is a key part of effective stress management. Positive thinking doesn’t mean that you keep your head in the sand and ignore life’s less pleasant situations. It just means that you approach the unpleasantness in a more positive and productive way.
- Increased life span
- Lower rates of depression
- Lower levels of distress
- Better psychological and physical well-being
- Reduced risk of death from cardiovascular disease
- Better coping skills during hardships and times of stress
With all this in mind, take a refresher course in positive thinking. Learn how to put positive thinking into action in your own life, and reap the benefits.
Understanding positive thinking and self-talk
Self-talk is the endless stream of thoughts that run through your head every day. These automatic thoughts can be positive or negative. Some of your self-talk comes from logic and reason. Other self-talk may arise from misconceptions that you create because of lack of confidence, negativity or other defeating chatter. As a Sales Person you must learn to control this self talk. Many times in Sales, Sales Agents have self-talk that can be defeating behavior. That self-talk goes something like, “People aren’t buying because of this or that”, “my community doesn’t sell because of this or that”. I teach Sales Teams to get rid of this type of self talk and only bring to work with them the positive energy of “How many sales am I going to make today?” That’s it!
If the thoughts that run through your head are mostly negative, your outlook on life is more likely pessimistic. If your thoughts are mostly positive, you’re likely an optimist — someone who practices positive thinking.
It’s such an easier choice to choose the positive instead of the negative and you just feel better while you are doing it. So make the choice each day, to greet your customers, welcome them, build rapport, discover needs and have some fun selling them a home.