Modern Prospecting 1.5

PHOTO: Antique, cast iron dragon piggy banks. If this is what you've been hankering for, I doubt that there is a better selection than can be found at Clines Country Antiques in Mt. Pleasant, NC.  And is it me, or are they all looking at the camera? 


THE HAPPINESS ADVANTAGE


Recently I had the pleasure of hearing Shawn Achor speak.  Shawn is a Harvard grad, scientist, author and consultant.  He stayed at Harvard long after graduation to study why Harvard freshmen were so unhappy.  He has since traveled the world and studied all kinds of people and groups as to why they are happy or not.

Per his research and study, happiness is not the result of success, it is the cause.

The Happiness Advantage is his book documenting his efforts and findings.  It is an easy and attitude-adjusting read that causes these thoughts about sales and sales management:

[1] Happy people make better decisions, faster.
    [...and so, if we are selling, trying to get a buyer to decide, should we make the buyer feel good
     about themsaleves or bad?]

[2] Key to human happiness is being considered "significant".
    [...as a manager of people (presumably human) should we encourage or criticize. 
    Should we welcome input and feedback from subordinates or belittle it.]

On this same topic he quotes a 3:1 ratio:  3 positive compliments to offset a negative.  Groups and teams that exceed this 3:1 ratio are far more productive than teams that are below it.  (Also tsted and proven to be so in the US military.)

[3] Exercise makes us happy.
    [ ...just 15 minutes per day can and will make a difference]

[4] Social interaction is the remedy for sadness, not isolation.
    [...a network of freinds and allies and being able to be with them is powerful.  Keep an eye on
    your remote reps who have little access to their corporate colleagues.]

[5] Meditation makes us happy.
    [ ...just 2 minutes per day of conscious disengagement refreshes the brain.  When the cubicle
    is closing in . . . . turn off the computer and focus on nothing except your gentle breathing.]

[6] Happiness is a choice.  We can choose to make ourselves happy whenever we want.  We just have to want.

[7] Happiness Spreads.
    [...he had the audience pair up and look at each other. 1 was asked to remain unmoved and
     blank faced, while the other one smiled.  We reversed roles.  The result - 10% were able to 
     not smile back.]

[8] Happiness is an advantage.
    [...enjoy the book.  The Happiness Advantage.]


It's not that our prospects will be happier as a result of buying and using our product.  It's that they will be more likely to buy and use our product if they are happy when making the decision.

How can we make our prospects happy during the prospecting effort?

 Charlotte, NC