The Power of Negative Thinking
The Optimist sees a bountiful future. The negative thinker sees that same vision and asks “What if?”
As a result, the negative thinker never stops prospecting and is constantly thinking about a replacement.
“What if I’m wrong that no one wants to hear from me on a Friday?”
This negative thought exposes one of the biggest assumptions a sales rep can make. We believe Friday afternoons to be a terrible time to make a sales call. No one will pick up, the theory goes, because people really want to start their weekends.
In this case, even the Optimist falls into the trap of missing 100 percent of the shots she never takes. The negative thinker challenges her own assumptions and as a result, makes the connection and gains an appointment.
Eeyore might not make many sales. His demeanor is not likely to turn a lot of heads his way. But there is much to be learned by embracing his sales approach every once in a while: “Oh no. We are doomed.”
Ever the optimist, Bill Farquharson believes fervently that he can drive your sales momentum. Check out his programs, as well as the free sales tips and Short Attention Span Webinars at www.aspirefor.com. Or call Bill at (781) 934-7036.