One of the wonderful things about being in sales is that, for the ost part, everyday is diferent. This is becuase we deal with people. If we are doing everything right we will be meeting with different people everyday. We will get along with some people more then others and this can cause a lot of variety in termsof our day.
Sales is an emotional occupation. People buy on emotion. Every sales is a interaction with the emotions of others. Naturally the emotional impact will vary depending on your product. If you are selling dating services people will be more emotionally involved than if they were buying plastic beads, but there will be an emotional component.
Because sales is so wrapped up in emotions we need to, as sales professionals, manage our emotions. We need to observe our customers, clients and prospects for signs of emotional involvement. When we can read the emotional signs others are giving off and managing our own emotions we can better manage the sales process.
Thursday, May 8, 2008
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2 comments:
I think a trap I fell into at times when I was in sales (especially when it was insurance) was desperation. There is so much communication going on beneath the surface of any interaction, emotional management is critical.
Aaron
Good points here, Steve. I am still learning how to do this...
Jennifer Skinner
www.JenniferSkinnerOnline.com
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