Got to thinking about the role of emotion in our b2b sales world. Interestingly, emotion can be helping us win accounts or it can be driving a wedge between us and the decision makers. This is the classic case of a dilemma.
Okay, so we all know that all decisions are 100% emotional and we need to engage the emotional side of the decision makers brain. That is correct and this is an example of the positive side of using emotions in the b2b sales process.
So how can emotion be a problem for our b2b sales success?
Simply when we get too emotional in our sales process.
There are several ways this occurs, so let me review the negative side of emotion relative to our sales success.