What Does Hope Have to Do with Sales?

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by Jerry Hocutt

Psychologists have found people get addicted to playing slot machines because of the unpredictability of the reward pattern.  They say this makes playing intriguing because you don’t know what will happen…but you have HOPE!

How many times have you found yourself in a position in business when all seemed lost?  What happens to people who have no hope?  They are the complainers.  They are glad to point out their misfortunes to any who will listen.  Leaders give hope.  They don’t have to have the answer…yet.  But they are looking for it.  They haven’t given up.  As long as they have hope, they feel they can find the answer.  They attract others because of this faith and hope.  They have vision. 

John F. Kennedy had no clue how we could get to the moon when he set the goal.  But he had hope.  Martin Luther King didn’t know how to get equality.  But they had hope.  Would you rather work with someone who has no hope, or someone who has it?  Who is likely to work the hardest?  Who is likely to improve their odds for finding a way out?  Who has the most fun?

Sometimes hope is all we need when we’re operating a business, selling, or cold calling.  We don’t need guarantees; sometimes hope is enough to motivate us to stay in action.  Cut out a picture of a slot machine and keep it by your desk.  Look at it each day.  Pull the handle.  See what happens.  Have fun.  What’s the alternative?