Sales can be an emotional roller coaster. Sales can be frustrating and anger-inducing. Conversely, sales can be joyful and exciting. But what about salespeople who allow these emotions to rule their behavior? Successful selling requires poise in the midst of an emotionally-charged environment. This week we look at one of the top 10 traits for sales success.
Emotional Control
This is the ability of a salesperson to maintain rational and objective actions when experiencing strong internal emotions. This trait measures one€™s ability to control their own internal emotions and prevent them from affecting their actions, logic, objectivity, etc. Emotional Control deals with keeping internal emotions in instead of letting them get the better of the salesperson.
A salesperson with strength in this trait will be aware of their internal emotions, but compartmentalize them as such and make rational, objective decisions based on the facts at hand. They do not allow their internal stress, fear, excitement, etc. to influence their decisions.
A salesperson with weakness in this area may have difficulty keeping their feelings under check. Instead of recognizing their emotions and keeping them separate from their actions and maintaining composure, they may allow their own emotions to lead their actions. In doing so, they will no longer be managing a stressful situation. Instead, they will become emotionally caught up in the situation.