Thu, 8 May 2014
Leading off this episode, Kurt introduces a recent article that discusses the effect of an optimistic spouse. This study was conducted by the University of Michigan and is the first study we know of that links the optimism of others to ourselves. Not only does it make us more optimistic, but it also shows increased health! In another effort to offend their listeners, Kurt and Steve discuss that if you're spouse isn't optimistic, it's time to get divorced (joking, of course).
Top persuaders and influencers are inherently optimistic. There is a line, however, between "constructive" realism and optimism. We need to be able to understand threats and problems realistically. However there is a difference between being realistic and being excessively negative. Some people are programmed to be negative. All they know is how to find what's wrong. Persuading these type of people can be a challenge. Persuading them means you strategically give them something negative in an effort to control their negative perspective more.
An optimistic attitude literally adds years to your life. And it's not just quantity of life. The quality increases as well. Pessimistic people have a tendency to give in faster than others. With most sales being made after multiple attempts, pessimists are at a clear disadvantage here. Optimists are more likely to forge ahead and make adjustments when they fail. Their chances for success in the world of persuasion and influence increase exponentially as a result.
Successful persuaders also have a gift when it comes to learning from mistakes, but moving on as quickly as possible. In sales and persuasion its common to have days where you feel like you got kicked in the teeth. Learn from those bumps in the road, then move forward immediately. Dwelling on the failure doesn't help. Learning from it and adjusting does.
Finally, Steve discusses the persuasion blunder of the week: A professor who accidentally taught the wrong class for a whole semester. Yep. It really happened.