We all have our own quirky superstitions, and the debate has raged on forever about whether our “lucky peanuts” superstitions are fact or fiction. Whether it’s a special pair of socks, a four-leaved clover, avoiding the world on Friday the 13th, or knocking on the table three times before leaving the house, the act of performing or possessing a superstition is a practice that puts us in our best frame of mind.
But are physical objects and routines the true reason we come through in the clutch? Or do they give us the confidence to get the job done?
THE HISTORY OF SUPERSTITIONS
The history of superstitions dates back to ancient Greece in the 4th century BCE and derives from the Latin “superstitio,” which means “standing over” or transcending outside of ordinary logic. Superstitions are beliefs not based on reason or knowledge. When looking into examples of these practices, some of the earliest terms of superstitions include magic, prophecy, and fortune-telling in the ancient world.
Perhaps these superstitions don’t dictate a sequence of events. Rather, they put us in a more comfortable mindset to accomplish our goals. When we have our lucky charm or practice our rituals, there’s a sense of security – like nothing will go wrong. I know myself because, as a salesperson, I would try not to let my boss know about a potential deal until it was close to closing in fear that if it were divulged too early, it would be jinxed.
For NASA, they have their “lucky peanuts.” Before any launch or major mission, you may see jars of peanuts scattered around NASA’s control room. This tradition dates back to 1964 during the Ranger 7 launch when Dick Wallace passed around peanuts in hopes of calming people’s nerves. After six previous attempts to launch probes toward the moon, Ranger 7 was their first success. NASA’s lucky peanuts have since almost always appeared on a successful launch day. “They [lucky peanuts] help remind those doing really hard things to approach challenges with humility because the difference between success and failure can sometimes come down to what’s beyond their control,” NASA’s website states.
SUPERSTITIONS CAN GO WRONG
As a mom of a son who played hockey, he thought some superstitions proved themselves. He had his successes with certain superstitions, like wearing the same unwashed shirt each game as long as they kept winning. Even a stuffed parrot named Polly in his locker was included as the team mascot, looking over the team and bringing the winning spirit. There was also a time when one steadfast routine they followed was broken –they agreed no player would come out of the locker room until warmups started. However, they didn’t follow their routine during state playoffs and went on the ice before warmups for a group picture. Sure enough, he is convinced that changing their entire routine lost them the game.
The example of NASA’s “lucky peanuts” in the section above didn’t always go according to plan either. There were a few instances where the peanuts weren’t on hand, and problems like damage to spacecraft and mission delays occurred. Is that just a coincidence, or do these peanuts really have some type of magical powers?
Here are some examples of superstitious ways: Lucky and unlucky colors or numbers, black cats, the evil eye, a broken mirror, knocking on wood, throwing salt over your shoulder, walking under a ladder, stepping on a crack, and breaking your mother’s back, itchy palms, and fingers crossed.
SUPERSTITIONS IN BUSINESS
So, what about superstitions in business? Is being superstitious par for the course for salespeople and buyers?
A study by YouGov in 2019 found that 9% of U.S. adults consider themselves very superstitious, and 20% of participants consider themselves somewhat superstitious. While these percentages are somewhat small, they impact businesses and markets drastically. Superstitious people will refuse to make purchasing decisions, stay off the roads, and change travel plans. The Stress Management Center and Phobia Institute state that these actions, or inactions, cause an estimated $800 million to $900 million in lost revenue every Friday, the 13th!
Key Advice: Do not plan on closing anything on Friday the 13th!
It is said that superstitions do change behaviors. For instance, a salesperson having a great day finally reaching their sales revenue goals by signing with a major client. That experience leading up to that moment will be forever in the frontal lobe of that person’s brain. They want to repeat that feeling of success, so they might connect something they wore, did, or even an object in their hand or desk at the time of their success. So, they will repeat that practice or ritual before moving on to the next big deal. If it keeps bringing success, it then becomes their ritual.
It's fun and soothing to have rituals. It creates a uniqueness about the person. It keeps a salesperson calm and organized, whether in another person's mind or the salesperson’s mind. After you have prepared your presentation message to the nth degree, having checked timing and relooked confirmations, I can see where a ritual can put the finishing touches on. If you recall the mention in the Lucky Peanuts story, --- “the difference between success and failure can sometimes come down to what’s beyond their control.”
CONCLUSION
In conclusion, I believe that superstition makes us comfortable. If we have a certain possession or routine that provides confidence and comfort, why not get with it? When we don’t have that comfort, we feel not in control—and we certainly cannot have that when attempting to make a sale.