Positive Thinking and Sales Success

Excerpt from The Power Of Full Engagement

"Psychologist Martin Seligman spent several years studying the relationship between positive thinking and sales success. Seligman developed an instrument called the Attributional Style Questionnaire (ASQ) to assess people's levels of optimism. This test was given to a large group of Metropolitan Life Insurance Company salesmen. When scores were matched to actual sales records, it turned out that agents who scored in the top half for optimism sold 37% more insurance over two years than those in the more pessimistic bottom half. More notable still, agents who scored in the top 10% for optimism sold 88% more than those ranked in the most pessimistic 10%. Agents who scored in the bottom 50% on the same test were twice as likely to leave their jobs as their more optimistic counterparts, while those in the bottom 25% were three times as likely to quit."

Tonia Revere
Tonia Revere> all articles
I'm Director for Trusum Visions companies: NASP, Envision U and President and Co-founder of Growth-U.
I love what I do!
Personally, I'm a creative energy force for good, dedicated to serving others, offering life-changing programs and impacting the greater mindset and health consciousness of our world. I unite energy forces to emerge and serve. I am an inspirationalist and actionist for awareness, empowerment and creation: expressions of love, joy, courage, vulnerability and growth. Join me in being and becoming your greatness by growing one day at a time and encouraging others to do the same! You are designed for so much more; it's time to build the identity and habits to support it!
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  • /data/userPictures/248E1CAC-229B-487E-9AB5-5ABF05157811.jpgGeorge Martin8/26/2010 4:22:21 PM
    Reading this article reminds me of a book I read entitled 'The Sales Bible' by Jeffrey Gitomer. In his book Gitomer explains that in order to be a successful salesman you must believe in the company, in the product or service that the company offers, and in yourself.

  • /data/userPictures/A80DBD05-2B06-453D-9B19-7B6873A6B5F6.jpgTonia Revere9/27/2010 10:50:42 AM
    Great input! Your BELIEF in what your selling, your organization/message and yourself is the foundation to all success. For anyone who is not reaching their goals, start by questioning your beliefs. Whatever you focus on most and are most passionate about is what's being communicated to your clients/audience. Sometimes your beliefs are challenged along the way based on wins or losses and need to be refreshed. You want to be very solid in your beliefs before you communicate with your client.

  • /data/userPictures/A80DBD05-2B06-453D-9B19-7B6873A6B5F6.jpgTonia Revere9/27/2010 10:51:32 AM
    Where's your profile picture George?

  • /data/userPictures/86163ED6-21DC-498B-84BF-38EA3A978A86.jpgGary Burkett3/7/2011 2:48:47 PM
    BELIEF is what seperates us.

  • /data/userPictures/2D9D22D6-D7C3-487D-BAD2-AE761F3EE556.jpgPaul Lowe9/2/2014 9:18:43 PM
    I agree. You'll never be successful selling anything if you don't believe in the product or brand. Everything is contingent upon emotion from both buyer and seller perspectives.

  • /data/userPictures/959514EE-95E6-4BAE-BA91-9FBDE2162E53.jpgEdward McAlexander, CPSP11/27/2016 7:50:13 AM
    Great article