I have a Chicago based client that has taken a sales training course that encourages the use of negativity, and he absolutely, unconditionally, and irretrievably has fallen in love with it.

I asked him for some details, and he recited the overall philosophy of the course, I?m sure, just as he had been indoctrinated to do:

?The idea,? he said, ?is that most sales gurus suggest using a positive mental attitude, acting and sounding positive, and this just seems too-good-to-be-true to today?s buyers!?

So, how does this translate into techniques?

?I might call a prospect and say I?ve been able to help a lot clients, but I may or may not be able to help you.?

And they like this?

?Well, yes; a lot of them do, and I go on to say I might be able to save them about five grand over the next twelve months, but that may not be enough of a savings to interest them.?

How do they respond?

?They say, no, that?s real money; maybe we should talk!?

And he adds clients this way.

I don?t doubt that this approach works a certain amount of the time.

Let?s say it works 50% of the time, and a more positive approach works 50% of the time.

Then, you can choose, and come out the same place, right?

Not really. As I see it, the only drawback would be that you are spending 100% of your time sounding negative, putting on your books clients who are driven by and who respond to negativity, to cynicism.

Is this really how you want to feel, and with whom you want to interact every day?