We have all sat next to this guy at a sporting event, right? It is pretty off-putting to say the least. You may be wondering what this has to do with sales. Take a moment to ask yourself this question: Have you ever let your emotions get the best of you in a selling situation?
If we want to be more effective, we have to start leaving our emotions at the door.
Some examples of a salesperson not being emotionally objective include:
- Quickly loses sight of sales plan when things don’t go according to “script.”
- Makes decisions in the moment based upon emotion.
- Easily thrown off base with objections.
- Engages in negative “self-talk” instead of rational problem solving.
- Thinks of personal consequences when things threaten to go wrong with the sales process.
If we have desire to excel then we have to stop letting our actions and reactions be led by intellect rather than emotion. It is uncomfortable when we start doing something new. It’s outside our comfort zone. Pair this with things in sales that are gutsy and it can be even more difficult to do. The fact is that many behaviors in sales do work but aren’t easy to do. Not being objective in the process is a sure way to maintain the status quo.
If we want to excel then we have to choose a systematic sales process and plan which allows one to have rational rather than emotional responses. Often our beliefs are wrong and can only be proven incorrect when we do the behavior and net results from it.