ミニ洋書ダイジェスト - To Sell Is Human

June 04, 2015

ミニ洋書ダイジェスト - To Sell Is Human - その４

おはようございます。

ジェフです。

昨日はセルススキルの３要素の一つAttunementをまとめました。

今日はBuoyancyをまとめます。

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Digest 4 - Buoyancy

Buoyancy is the ability to float in the ocean of rejection.

There are 3 key tweaks that you can use to instantly increase your buoyancy.

1. Interrogative self -> tell VS ask
Tell: Telling yourself "you can do it” can recharge your energy for a short time.
Ask: Asking yourself “how I can do better” can lead you to find a long term strategy to keep you in the game.

2. Positive Rations -> Positive VS Negative
Positive: Optimism helps people to gain creativity and intuition, which can be used to increase effectiveness.
Negative: Pessimism helps people to identify what is working and what is not. It gives us hint to make things better.

3. Explanatory Self: How you explain a negative event?
People see negative events as temporary survived much longer.
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