Do you believe a person’s behavior at a party can accurately predict his sales success? Well, it’s true. Recently, researchers were able to determine the winners of a business competition with 87 percent accuracy simply by observing contestants’ behavior at a pre-event gathering.

Researchers studied such things as contestants’ energy level, gestures, expressions and tone, among other things. In short, here’s what they discovered about achieving sales success:

Successful salespeople had more energy and a more positive attitude about things. They talked and listened more than other salespeople and spent more time chatting with others and drawing them out. Their positive attitude truly did make a difference — in other people’s feelings toward them.

So, what does that mean for you? First off, if you’re naturally charismatic — congratulations! You probably do pretty well in your business. Keep the charm flowing and work your magic.

On the other hand, if you’re like me, being charismatic does not come naturally. But the good news is you can learn to develop this trait. You can practice upping your energy level in social situations. At your next business meeting, focus intently on the people you interact with and do what you can to get them talking. Try to be more positive — even if it’s just for a short time.

With practice, being a positive, glass-half-full type can become habitual. The first time I tried this, I will admit, it felt really awkward. But you can get used to being charismatic and positive. And you may even come to enjoy it. Most important, you will have a positive impact on others and on your business.

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Jill Konrath is the author of SNAP Selling and Selling to Big Companies. If you’re struggling to set up meetings, click here to get a free Prospecting Tool Kit.