possible actions: fight or flee,” he says. “But a happy brain can think of more solutions. When a brain is posi- tive, it perceives more possibilities and builds more networks – coming up with innovative and creative strate- gies to cope with the challenges it faces. In many ways, a happy brain is a smarter brain simply because it uses more of its potential.” How can managers create a happy- brain environment in the workplace? The answer is simple: Give your em- ployees more recognition and praise. “Research shows that, if a manager praises or recognizes just one person a day, over the course of a month his or her team will experience a 31 percent rise in productivity,” he says. “We found this to be true even in such industries as coal mining, where people don’t tend to be verbal and the attitude is often, ‘No news is good news.’ But people want to believe that their behavior matters, and, when their manager recognizes their accomplishments on a regular basis, this teaches them that, yes, what they do has an impact on the team, that their efforts are noticed and acknowl- edged. It takes maybe 30 seconds a day to do, and it sets up a waterfall of success.”
Of course, not everyone works in a positive environment, but the expert says it’s quite possible to keep your brain happy even when you’re sur- rounded by gloom. “Only 10 percent of happiness depends on our exter- nal world,” he says. “The other 90 percent depends on how our brain processes the world. Instead of scan- ning the world for problems, mistakes, and dangers, positive thinkers focus on things to be grateful for or ways to make the situation better.”
FOUR WAYS TO START BUILDING HAPPINESS The expert offers four tips for training your brain to be happy. 1. Each night, write down three things for which you’re grateful. Be specific. Don’t just write, “my chil- dren.” Instead, list the funny remark
your daughter said at dinner. Grati- tude moves your brain onto neural tracks that scan the world for things that make you happy. 2. Maximize your strengths. “We think the best way to get ahead is to focus on our weaknesses and learn how to overcome them,” he explains. “If, instead, we focused on a strength every day, we would feel more engaged in routine tasks. As your investment in the day goes up, your creativity rises with it. What are you best at? Re-craft a daily task to use that strength.”
3. Journaling about recent posi-
SELLING TIP Pay Attention
Attentiveness is demonstrated in two ways: by physically attending (using your body to communicate) and by psychologically attending (listening closely). How attentive are you when meeting with prospects or clients? Next time, keep the following tips in mind:
1. Face prospects directly. This tells them, “I’m here with you. I’m tuned in and ready to squarely face the issues with you.”
2. Adopt an open position. Open arms, demeanor, and smile convey a sense of receptiveness. On the other hand, sitting with a stiff posture or keeping your arms crossed does not encourage an open dialogue or help build rapport.
3. Lean toward the prospect. This demonstrates your interest. Two people who care about each other can almost always be seen leaning toward each other when they’re speaking.
4. Maintain good eye contact. Look at other people’s eyes when they are talking to you, except when you take notes. Take a lesson from enter- tainers: To make your eyes sparkle, don’t stare at the client’s two eyes directly. Instead, alternate – look at one eye first and then the other. By alternating eyes, you avoid appearing to stare.
5. Be relaxed. At the same time, however, concentrate on the other per- son. Speak naturally and spontaneously using natural gestures. People can sense genuineness.
Don’t forget that prospects and clients respond to both spoken and unspoken messages. Attentive salespeople should give verbal cues (saying yes or “Go on”) or nod their heads in response to show customers they are actually listening and paying attention to them.
– WILLIAM F. KENDY
SELLING POWER NOVEMBER/DECEMBER 2020 | 11 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
tive experiences helps you make a connection with the most meaningful parts of your day. “After 21 days,” he says, “our brain starts to connect the dots. It begins to wrap around the things that mean the most – to notice the activities that translate into deeper satisfaction and meaning.” 4. Meditate, even if just for five min- utes a day. “We all think we need to multitask to be more successful,” cau- tions the expert, “but, if you do two tasks at once, your stress level rises and your productivity level drops for both tasks. Meditation slows our mind down to the present moment.”
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