Meir Ezra: Negative Emotions Make You Fail
Pete, the new Sales Manager of ABC Autos, was yelling at the salespeople to do better, but with no improvement. The company owner, Mr. Christopher, was getting desperate.
He sat down with the sales manager and said, "Pete, since you took over the Sales Department, our car sales have been going down. You've got to quit yelling at the salespeople. Our old sales manager never yelled. Please give it a try."
Pete said, "Where I come from, you have to yell at the sales people if you want to get sales. Fire me if you want, but I'm gonna yell."
Mr. Christopher said, "Okay, I don't care what you do, just get the sales numbers back up this week."
So Pete held a sales meeting and screamed, "IF YOU DON'T MAKE AT LEAST ONE SALE THIS WEEK, YOU ARE FIRED!"
The sales staff ran out and started calling people on the phone. They said things like, "You HAVE to call me back!" "I know it's been six months since you were here, but I need to see you." "Your old car is dangerous; you must come in NOW!"
A couple walked in to browse. Four salespeople charged at them. The couple jumped back, mumbled "No thanks" and headed for the door. Another salesperson was blocked the doorway and said, "Did you find what you were looking for?"
The couple fought their way out the door and the salespeople went back to their telephones.