Managing disruptive emotions is the primary meta-skill of sales. The art and science of getting past NO begins with self-control. This skill is not reserved for just bag-carrying sales persons. Most interactions with other persons are transactional at some level. Whether selling a widget, explaining an invoice or answering a question, learning how to recognize and manage your emotions is an important skill.
Source: Sales and Marketing Management, September 7, 2018. Link. Jeb Blount reviews the emotions that impede your ability to get past no. Together or individually these disruptive emotions can lead to dangerous confirmation bias:
- Fear
- Desperation
- Insecurity
- Significant
- Attachment
- Eagerness
INSIGHTS: Blount offers good perspective for every animal health pro to consider.
It is easy to talk about managing disruptive emotions in dispassionate clichés, like “just let it roll off your back,” but it is an entirely different thing to quell your emotions and turn around an objection when everything inside you just wants to run.