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Positive Thinking and Sales Success

Excerpt from The Power Of Full Engagement

Positive Thinking and Sales Success: “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.”

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