How to Control Your Emotions and Sell

How to Control Your Emotions and Sell

Sales will always have up-and-downs and it is up to you to determine how you react to the sales whirlwind.

Will you reach your goal and sit back, or hit your target out of the park? Will you get back up when things don’t go your way?

It is important to understand that we are all susceptible to the swinging emotions that come with generating sales.

Understanding yourself will help you to be independent in your sales journey and not allow you to be held back when circumstances beyond your control arrive.

Take Action, Create Activity

So often, we get frustrated that our sales funnel is bottoming out, or that no activity exists.

Many people hate sales because they know that picking up the phone is the only way to get new activity.

So don’t lose sight of this all important factoid – the only way to start selling is to pick up the phone!

As the cliché says, every no brings you closer to a yes.

And always remember the traditional technique of placing 100 calls in a day to generate as many appointments as possible – it’s important because it works!

So yes, the easiest way to control yourself is to get back on the dialer and to start meeting new people.

Ultimately, it will give you the fresh restart you need to get going again.

People are People

Be sincere, we all have good and bad days, we all face hardships in life that feel overwhelmingly out of our control – so use this to relate to your clients.

Obviously don’t air your dirty laundry during the sales process, but honesty will definitely help to set the tone.

Trustworthiness is the ultimate sales tool.

Clients will appreciate that you are grounded.

And we all want to buy from someone to who we can relate.

Ask the Wrong Questions

We are always told to follow a formulaic pattern of asking typical questions.

But when a client is being approached by dozens of companies trying to get their business, it can be tiresome for some business owners to drone on about the same things.

Yes, it is undeniable that business owners love talking about their own business.

But it can be extremely beneficial to ask those unusual questions that strike a positive chord with the prospect.

Personal information about us all exists all over the internet, so do a quick Google search on your prospect and find out any tidbit of information that can help you ask a question to build rapport.

The prospect will be happy you are not a robot who has a one-track mind of only selling them.

Be sincere in your efforts to have real conversations about real passions and interests.

Typically we will be drawn to a sales role or client who shares the same interests as us.

So if you are not passionate about a client’s business, it will be hard to sell them on the idea that you truly want to help them.

Their Bottom Line

Don’t approach a business whose bottom line you don’t want to help grow.

Business owners will see right through your insincerity. Their bottom line should be your bottom line.

So pick yourself up when you’re down, remember we are all people, and sell for the right reason: to help your client’s business to meet their bottom line and to help them grow.

Ultimately, the residual effect will be your own growth.

How Do You Do It?

I would really like to hear what you think.

So please comment below and tell me how you control your emotions and sell.


  1. Jason Dean , on Jul 30, 2014 at 17:53 Reply

    The best line of this article will help you the most: “So don’t lose sight of this all important factoid – the only way to start selling is to pick up the phone!”

    Shortcuts in the sales process may help you here and there, but this is the only constant, reliable way to gain activity, which ultimately always leads to sales for those who are persistent.

    Great article Riaz!

    • Riaz Sidi , on Jul 30, 2014 at 18:08 Reply

      Some of the best techniques are also the most blaringly obvious ones; you can’t score unless you shoot.

      But sometimes we become jaded after going through the motions over and over again. If we keep it fresh by trying new approaches coupled with standard mechanisms to find new business, we will continue selling for a long time to come.

      Thanks for your comments Jason!

Leave a Comment