Aptitudes - Emotional Control

The ability to stay objective in stressful sales situations.

As a strength:
The salesperson is aware of their internal emotions, but they compartmentalize them as such and make rational, objective decisions based on the facts at hand.  They are also able t keep their internal level of emotion unaffected by external influence.  These salespeople remain cool, focused and systematic in difficult sales situations.
 
As a weakness:
The salesperson allows their emotions to get out of check and lead their actions or words.  Instead of managing a stressful sales situation, they become emotionally caught up in the situation.  They do not separate themselves well and become caught up in the excitement, fear, sorrow, etc. of the moment.  This loss of objectively leads to a scattered qualifying system that relies simply on “winging it.”

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