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→Salespeople and mental toughness
Their description should also include psychographic data: how people think. You can sell more effectively when you know how your customer thinks and is going to buy. Psychographic data might include whether your customer is a risk-taker or not, whether your customer is health conscious or not, or whether your customer is a status-seeker or not. You can do well selling to risk-averse customers if you're able to communicate and reduce their perception of risk; you'll do worse if you're unable to reduce their perception of risk.<ref>[https://www.allbusiness.com/sales-prospecting-116817-1.html ''Sales Is Not a Numbers Game — It’s a Prospecting Game''], AllBusiness.com</ref>}}
Their description should also include psychographic data: how people think. You can sell more effectively when you know how your customer thinks and is going to buy. Psychographic data might include whether your customer is a risk-taker or not, whether your customer is health conscious or not, or whether your customer is a status-seeker or not. You can do well selling to risk-averse customers if you're able to communicate and reduce their perception of risk; you'll do worse if you're unable to reduce their perception of risk.<ref>[https://www.allbusiness.com/sales-prospecting-116817-1.html ''Sales Is Not a Numbers Game — It’s a Prospecting Game''], AllBusiness.com</ref>}}
== Optimistic salespeople have higher sales and retention rates ==
''See also:'' [[Optimism]]
The Hoffeld Group indicates:
{{Cquote|University of Pennsylvania professor [[Martin Seligman conducted some interesting research, which was published in the Journal of Personality and Social Psychology, on how optimism and pessimism impacts the performance of sales people.
Seligman gave sales people a psychological assessment that measured their level of optimism. Then he evaluated those sales people’s performance over a two year period. The findings were that those sales people who scored high on optimism sold 37% more than their more pessimistic counterparts. What’s more, the sales people who tested in the top tier in optimism had sales production that was 88% higher than those who had scored high in pessimism.
That’s not all. Seligman’s research also revealed that those sales people who had pessimistic mindsets were also 300% more likely to quit the profession of selling than those who were optimistic.<ref>[https://www.hoffeldgroup.com/how-your-thoughts-impact-your-sales/ How Your Thoughts Impact Your Sales], Hoffeld Group</ref>}}
== Salespeople and mental toughness ==
== Salespeople and mental toughness ==