People Believe What They Want to Believe…Salespeople Too

People Believe What They Want to Believe…Salespeople Too

I have written a bit about the impact of losing emotional control in the sales process and I talk about it with sales teams, sales managers and CEOs whenever I get the chance.  But, I don’t always feel that everyone understands what I am talking about.  So I have a new illustration.  The recent debacle in Washington DC with the government shutdown and the subsequent panic regarding whether or not the U.S. would default on its debt obligations due to the debt ceiling limit illustrates my point perfectly.  Here’s how.

If you are a Democrat you likely believe that the House […]

What Football Fans Can Teach Salespeople about Emotional Control

What Football Fans Can Teach Salespeople about Emotional Control

For years, 26 to be exact, I have listened to comments in the football stands as the wife of a football coach, and now
mother of a football player.  Now you might be thinking that the title about emotional control has to do with those fans that lose it and scream and yell at the refs.  But I am talking about another kind of emotional control.  Or lack thereof.  The kind where we take a little bit of information and make assumptions that we know the rest of the story, the intent, the problem, the reason.

Here’s what it sounds like in […]

Are Your Salespeople Losing Emotional Control and Therefore Losing Sales?

Are Your Salespeople Losing Emotional Control and Therefore Losing Sales?

What can Jean Van de Velde teach salespeople about emotional discipline?

I had lunch the other day with the Regional President of a very successful company.  He has a long history of success as a salesperson, sales manager and business leader.  He is also a golfer.  In his words he is a “volatile” golfer.  He sometimes loses his temper on the golf course.  It got me thinking about the similarities between salespeople and golfers.  Those that execute emotional discipline in both categories tend to fare better.  For example:

Salespeople, who stay emotionally disciplined, generally focus on the information they need so outcomes […]