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Optimism vs Pessimism in selling


Grist Present

We’ve been thinking about optimism and pessimism and trying to figure out the balance that delivers our goal of winning new business for our clients.

At Grist the two directors are in balance. Lindsay is an optimist and I’m a pessimist. But as you will know if you watched a very interesting Horizon this week, our species is optimistic by nature. The experiment they showed was to see how our perception of the world was affected by negative information (you are more likely to get Cancer than you think) than positive. And the simple truth is we ignore bad news. This allows us to drink, smoke and drive fast while texting. So when I say I’m pessimistic I might just mean less optimistic.

When it comes to selling, optimism is an absolutely core ingredient. Metropolitan Life Insurance tested it’s selling candidates in 1985. They scored them on two measures –…

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About gristpresent

Presentation, Q&A and Engagement Coach. We help you win more business. Also BAFTA-winning film maker. See our new site www.grist.co.uk

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