How do you keep your emotions in check from getting too high over your head and, worst of all, so low that you completely lose confidence in your purpose and ability to make a sale?
When it comes to how to control the highs and lows in sales? it can get tricky because, as a salesperson, you need your confidence to be extremely high. But if it’s too high, you can easily be perceived as a cocky know-it-all to your prospects; but if your confidence reaches too low of a point, you can completely lose your ability to make a sale.
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What Are the Highs in Sales?
The highs in sales can be any situation or event that makes you feel really good about yourself and your selling ability.
For example, getting a new account, closing a big deal, receiving positive feedback from a client, or giving an amazing sales presentation.
These highs are important to experience because they remind you why you’re in sales in the first place and help keep you motivated.
The momentum that these situations bring will allow you to build confidence in sales and help you run full speed into making more sales and growing your business.
However, it’s also important not to let the highs go to your head. If you do, you run the risk of two things. One, coming across as arrogant or conceited will turn off prospects and make them less likely to do business with you. Two, worst of all, you’ll become vulnerable to the negative comments about you, and as high as you once felt, is how low you can feel.
What Are the Lows in Sales?
The lows in sales are any situation that makes you feel down about yourself and your ability to sell.
For example, losing a big account, getting negative feedback from colleagues or clients, or giving a bad presentation.
It’s important to experience the lows in sales because they remind you that selling is not always easy and that you will face rejection.
These experiences can build your character, make you a better salesperson, and help you become more resilient. But to use this to your advantage, you must learn how to work your way out of a sales slump.
However, just like with the highs, it’s also important not to let the lows get too low. If you do, you can become so discouraged that you lose sight of your goals and give up on selling altogether.
How do you keep your emotions in check from getting too high or too low?
How To Not Let Your Emotions Get Too High
It’s important to acknowledge your successes for two reasons. One, because you work extremely hard for these moments, and two, because that momentum will carry you on doing better.
The trick is not to don’t dwell on them for too long. Celebrate them, but then move on and continue to strive for more.
Another trick to avoiding coming across as conceited or arrogant is understanding that your entire good situation can turn bad within a blink of an eye. Acknowledging this will naturally keep you humble and always maintain a professional demeanor.
How To Not Let Your Emotions Get Too Low
Don’t Dwell on the past.
Acknowledge your failures, but don’t dwell on the past for too long. Learn from them, but then move on and continue to strive for more.
Don’t accept too much high praise.
If you allow people’s high praise of you to inflate your ego, then when negative things are said about you, it will drag you to new lows. You have to keep an even balance.
Fight Imposture Syndrome.
As soon as a negative thought sneaks into your head and tries to bring you down, DO NOT entertain it! Immediately change the subject and think about something else. Remember, you control your mind.
Don’t assume a deal is closed until it is.
One mistake many salespeople make is assuming that the prospect is ready to sign on the dotted line once they’ve made their pitch. If the deal does not get closed, it will emotionally drag you down.
Never pre-count your commissions.
Until your money hits your bank account, it’s best not to get too ahead of yourself and start spending that commission check before you actually have it in your hand.
Don’t take things personally.
In sales, there will always be rejections and objections. It’s important not to take these things personally because they have nothing to do with you as a person. Keep in mind that even the best salespeople get rejected all the time.
Conclusion
It’s important to control the highs and lows in sales because you can become emotionally unstable if you don’t.
An emotionally stable salesperson can maintain a level head, no matter what the situation is. They can always see the positive in every negative situation and use it as motivation to do better.
If you can learn to control your emotions in sales, you will be one step ahead of the competition.
