Blair SingerOwner - Blair Singer Training Academy

How You Can Deal with Adversity and Success

Name: How You Can Deal with Adversity and Success
Uploaded: 2013-02-22T16:59:30Z
Duration: 1 min 57 s
Channel: Blair Singer
Description: A short talk by Blair Singer (author of Little Voice) describing techniques to manage the internal self-talk (“little voice”) that shapes responses to…

22 Feb 2013 · 2 min

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1:57

A short talk by Blair Singer (author of Little Voice) describing techniques to manage the internal self-talk (“little voice”) that shapes responses to success and adversity. Singer cites Marty Seligman’s learned-optimism research and a Metropolitan Life salesfinding that interpretation style (optimist vs pessimist) can produce a ~34% difference in sales outcomes. The chunk introduces framing (success vs adversity), six attribution categories (personal, global, permanent/time), and the claim that shifting internal interpretation improves performance.

Hi, this is Blair Singer, author of Little Voice how to Win the War between youn ears in 30 seconds or less. In the book we talk about 21 really great techniques of how to master that little voice in about 30 seconds or less. Things that I learned from my teachers over the years. The first two techniques have to do with how to deal with adversity and how to deal with success. And they're really kind of flip sides of a very interesting issue. A guy by the name of Marty Seligman years ago wrote a book called Learned Optimism. And what he found out with Metropolitan Life salespeople, that there are some guys with no technique whatsoever. Poor product knowledge, actually did 34% better in sales, made 34% more money than the other guys. Why? It's because how their little voice interpreted success or adversity in their day to day operations. And what you might not know is that one is the reverse of the other. In other words, if you won the lottery today or somebody says yes to you, then what is it you say to yourself? You say, I was lucky or do you say I was destined to do this? I'm prepared for this one way or the other. You're either an optimist or you're a pessimist. And how your little voice naturally selects on that makes a very, very big difference. On the flip side, if somebody says no to you, you say it's because I'm not cut out for sales, I'm not this, I'm terrible, or the customer was having a bad day, I need to work on my techniques a little bit. Which is a very, very different way of interpreting. Now, there's six categories of how you look at it. Personally, globally and over a period of time. Understanding specifically how to gear your little voice when success or adversity hits. You can make the difference of 34% in your income, in your sales and your effectiveness.