You may know that studies have shown that optimists make better sales people. They do not quit and go start slinging burgers at the BK like the more intelligent pessimists do.

Do you believe this is a good thing?

The optimist keeps trying, and trying….

Don’t they understand that even the most positive optimist, when faced with someone trying to part them with their money, becomes a pessimist?

The deck is stacked against you, my optimistic friend.

Here are 7 reasons your optimistic attitude hurts your sales.

1. Optimistic Sales Person says: Look at all these great features and benefits my product has…
   Pessimistic Prospect thinks: How do I end this meeting faster?
    
2. Optimistic Sales Person says: You are going to save a lot of money!
   Pessimistic Prospect thinks: I am going to lose a lot of time and money converting.
    
3. Optimistic Sales Person says: This will make your company run more efficiently.
   Pessimistic Prospect thinks: Anything that adds complexity to my business will make things worse.
    
4. Optimistic Sales Person says: You owe it to yourself.
   Pessimistic Prospect thinks: I owe myself an early retirement because I am debt free.
    
5. Optimistic Sales Person says: This price is only good today.
   Pessimistic Prospect thinks: Liar.
    
6. Optimistic Sales Person says: We don’t have customers, we have friends.
   Pessimistic Prospect thinks: I don’t buy friendships.
    
7. Optimistic Sales Person says: We can customize it for you.
   Pessimistic Prospect thinks: Great. Now it is more expensive and won’t work at all.

If you are cursed with optimism, there is hope.  Understanding pessimism and how people are thinking, beyond what they are saying, will help you deal with your disadvantage.

Tags: Sales, Optimist, Pessimist