Emotional Control
Posted: Sun Feb 02, 2025 10:59 am
Because proper sales negotiation is often absent from sales training and onboarding, many sales organizations have a serious sales negotiation problem: their pipeline is full of dead-end deals that will eventually stall out.
Usually, this happens because there are deals in the pipeline that shouldn’t be, and a number of the deals have no chance of ever closing.
Mastering sales negotiation begins with critical pre-negotiation skills. These four fundamentals of successful sales negotiation will show you where to redirect your focus to increase win probability.
Before You Negotiate: Four Strategies For Guaranteed Success
Emotional control isn’t just for the negotiation table; it’s slovenia telegram data fundamental throughout every step of the sales process.
Most sales processes and techniques begin and end with emotional control, and this doesn’t mean that you don’t feel emotions. It means you don’t let emotions drive your behavior.
Emotional control means that you’re aware of your emotions and their adverse effects in order to best control what you say and what you do.
Top performers quickly identify and deal with disruptive emotions like fear, uncertainty, doubt, eagerness, and attachment. They have the presence of mind to suppress these disruptive emotions before they bear debilitating results.
Qualification
The only deals that ever reach the negotiation stage should be fully qualified. Yet, it’s all too common for poorly qualified deals to meander to the latter process stages only to stall and congest the pipeline like a clogged sewer line.
An opportunity that should have been disqualified should never close. It’s a common problem for salespeople that have an anemic pipeline from a lack of daily prospecting to hold on to deals that should be disqualified.
Usually, this happens because there are deals in the pipeline that shouldn’t be, and a number of the deals have no chance of ever closing.
Mastering sales negotiation begins with critical pre-negotiation skills. These four fundamentals of successful sales negotiation will show you where to redirect your focus to increase win probability.
Before You Negotiate: Four Strategies For Guaranteed Success
Emotional control isn’t just for the negotiation table; it’s slovenia telegram data fundamental throughout every step of the sales process.
Most sales processes and techniques begin and end with emotional control, and this doesn’t mean that you don’t feel emotions. It means you don’t let emotions drive your behavior.
Emotional control means that you’re aware of your emotions and their adverse effects in order to best control what you say and what you do.
Top performers quickly identify and deal with disruptive emotions like fear, uncertainty, doubt, eagerness, and attachment. They have the presence of mind to suppress these disruptive emotions before they bear debilitating results.
Qualification
The only deals that ever reach the negotiation stage should be fully qualified. Yet, it’s all too common for poorly qualified deals to meander to the latter process stages only to stall and congest the pipeline like a clogged sewer line.
An opportunity that should have been disqualified should never close. It’s a common problem for salespeople that have an anemic pipeline from a lack of daily prospecting to hold on to deals that should be disqualified.