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The Power of Pessimism in Sales When there is a lot of negativity in the news cycle, it can create opportunities for client acquisition. People like to think of themselves as optimists. I’m sure you know many people (including yourself) in possession of this psychological trait. Be that as it may, the reality is that pessimism gets our attention in a more primal and immediate way than optimism. All one needs to do is reflect on today’s news cycle; doom and gloom. In his terrific book, The Psychology of Money, Morgan Houser devotes an entire chapter to pessimism. In making his point about “the seduction of pessimism,” Houser quotes Hans Rosling’s book ....