IDEA #29
The optimistic salesperson
Great salespeople are optimistic people.
What you need to know
Great salespeople come in all shapes and sizes. Despite the obvious commercial benefits of finding an answer, it has proved enduringly difficult to pin down the particular character traits that make some people better at selling than others – with the exception of one. In the late 1990s, Peter Schulman of the Wharton School published a fascinating paper on insurance sales teams that honed in on a specific characteristic that might be the key to successful salespeople: optimism. Schulman’s study found that optimistic insurance salespeople ...
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