Successful Selling: The business of optimism – Jan 2024
By Sandy Smith
I recently saw the results of a survey conducted by the World Future Society. The survey asked a simple yet thought-provoking question: Are you optimistic or pessimistic about the future? Sixty-three percent stated they were pessimistic, and 16% said they were optimistic, while 21% stated that they were unsure. Take a minute to reflect on how you would’ve answered that question.
And what, you might be asking, does your personal outlook have to do with successful selling? A lot, it turns out. Optimists may fare better not only in their lives but also in their careers.
OPTIMIST OR PESSIMIST?
The day I discovered the data in an article, I met a psychologist friend of mine in a bookstore. I immediately shared the findings of this survey and told her I was going to use the data in an upcoming presentation to research the primary difference between the mindsets of optimists and pessimists. My friend Ruth said, “Well, I can tell you the difference-the optimists are in denial.”
Later that day, I wondered if we had reached the point in our society where we assume that if someone has an optimistic outlook on life, they are out of touch with reality. Some people see an optimistic outlook or temperament as a pie-in-the-sky, touchy-feely view. If one is overly optimistic, s/he risks being naïve and blinded to real-world issues.
Conversely, those overly pessimistic may tend to anticipate negative or worst-case scenarios, which can lead to self-fulfilling prophies.
Today’s business world is characterized by volatility, disruption and exponential change. Such factors can challenge even the most optimistic individuals.
AN ‘OPTIMISTIC’ LESSON
Currently, there is an educational movement occurring in the business environment that is led by psychologist Martin Seligman. He is author of the best-selling books The Optimistic Child and Authentic Happiness. Dr. Seligman is the former president of the American Psychological Association and has years of research in the field of positive psychology.
His findings show that,
• Optimists experience less distress than pessimists when dealing with difficulty.
• Optimists are capable of learning lessons from negative situations-i.e., “When you fall down, don’t get up emptyhanded.”
• Optimists tend to not take things personally-i.e., “Take what you do seriously and yourself lightly.”
In my own research about optimistic individuals, I have learned that they possess a major skill when it comes to interviewing top talent for their own leadership team.
Consider the following,
• In the corporate world, optimists have been assigned difficult challenges ahead of their peers.
• Optimists volunteer or are asked to be assigned tasks and projects that are normally given to more senior people. It demonstrates a display of confidence and ambition.
• Optimists get visible facetime with senior leaders.
• Optimists are placed on multifunctional teams. Managers tend to assign their strongest staff members to critical team projects.
• Optimists get promoted more rapidly.
• Optimists are rehired by former managers.
• Optimists receive formal recognition outside their department.
I recently heard a short story that illustrates optimism for me. A young girl was sitting in the back row of her drawing class. Her teacher was not sure the girl was paying attention, so she went to her and said, “Susan, what are you doing?”
The young girl answered, “I am drawing a picture of God.”
Her teacher responded, “But, Susan, no one knows what God looks like.”
Susan replied, “Well, they will in a minute.”
What might be possible if you brought a Susan-level of optimism to your sales career? Why not take a walk on the bright side and find out?
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