Have you ever been approached by a salesperson while walking into a retail store, and in that very moment you say to yourself, “Oh my goodness. Here comes one of these salespeople.”
But—How did you know that it is a salesperson? Usually, you can tell because they are overly eager in their approach. This is called having too much emotional involvement in the sale and is one of the many weaknesses of salespeople. Having too much emotional involvement is when salespeople want to fix somebody’s problem more than they want to have their problem fixed.
When salespeople want to convince people to do something that they may not be wanting to do, they sometimes believe that if they are excitable, their prospective customer will catch that enthusiasm. Enthusiasm is like a disease—if you try to get others to catch it, they may, and it will likely be harmful.
Usually, when a salesperson becomes emotionally involved it indicates that the salesperson is thinking too much. The thinking could include, but isn't limited to, analyzing, creating, worrying, panicking, getting excited and strategizing on the fly. It is often the result of lack of preparation and the inability to simply respond appropriately and naturally.
Salespeople will often lose control of the selling process because when the thinking begins, the salesperson stops listening to the prospect and begins listening to him/herself. Overcoming this sales weakness could mean 20% more business.
Choose a systematic sales process and plan which allows one to have rational rather than emotional responses. Join us for an upcoming event designed to help you/your people overcome dealing with these challenges.