Why Good Salespeople Make Bad Decisions The Critical Difference Between Selling Emotionally and Emotional Selling
There’s a big difference between “emotional selling,” and selling emotionally. Selling emotionally means succumbing to our own negative emotions and tendencies. To paraphrase sales leader and author of Emotional Intelligence for Salespeople, Colleen Stanley, one of the biggest challenges for salespeople is when they go into fight or flight reaction. They become self-focused and self-centered, they’re more worried about what’s going on inside themselves than what’s going on with the prospect or client. When you find yourself triggered by something your prospect says, try naming the emotion you’re feeling. Feeling frustrated is very different than feeling humiliated. Both require different solutions.
It’s easy for sales pros to spiral into a fight or flight reaction when the mortgage payment is late, or the customer goes dark. They become defensive when clients pose a question or objection. How do you refrain from selling emotionally when confronted with an objection?
Try the “Strumming Old Banjo Technique,” from the video below and watch your sales and your attitude soar.
Shari Levitin helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a contributor to Forbes, CEO Magazine,and Huffington Post.