Sunday Jan 15

On sales people who allow emotion to cloud their judgement

Have you noticed that some sales people abandon an otherwise promising prospect at the slightest hint of rejection. Others doggedly continue to pursue the sale long after it has become a hopeless case.

Why is this? Well, in my view it is all due to emotion. On one hand the fear of rejection causes some sales people to back off when rejection becomes even the remotest possibility. In fact they may be mistaking what is actually healthy curiosity on behalf of the prospect for something a little more negative. On the other hand some sales people feel reluctant, having invested considerable time and effort into a sale, to see that commitment go to waste.

So my tip is this; when deciding where to invest your valuable sales time and effort, think long, hard and dispassionately about it. Then throw yourself wholeheartedly into the sale!