Feeling Hotheaded? How to Keep Your Cool in Sales

Reps often find themselves in high-​stakes, emotionally charged scenarios. Keeping your cool in sales is essential to maintaining relationships and safeguarding your professionalism.

Emotions play a big role in the sales industry, and SalesFuel’s research found that sellers realize the impact they can play. The ability to manage stress, as well as being cooperative, empathetic and positive are all traits that sellers say one must have to be successful.

Why is keeping cool in sales important?

When sellers can’t handle tough conversations or stressful scenarios, performance suffers.

“Deals stall, standards slip, deadlines get missed, and prospects disengage,” SalesFuel’s Tim Londergan explains.

“Building trust with buyers takes time, but losing credibility can happen in seconds.”

And author Cynthia Kane agrees, adding, “When the stakes are high, and you lose your ability to respond in a measured and balanced manner, others see it.”

How to maintain composure in tough scenarios

Just like many other skills in sales, learning to manage emotions is possible – even in the highest-​stakes scenario. Kane has some suggestions that can help sellers keep cool in sales situations that are challenging.

Notice the sensation

This may seem like a no brainer, but often, we get caught up in our feelings, letting them wreak havoc on our bodies. Pay attention to what’s happening in your body during an emotional situation. Noticing physical discomfort is the first step to managing tough interactions.

When you feel tension, tightness or stress, take it as a signal that it’s time to pause and use a calming strategy.

Take ownership of the discomfort

Most of us try to ignore or push away uncomfortable feelings. But in tough scenarios, that discomfort can trigger overreactions. Instead of fighting it, acknowledge it. Notice the feeling, accept it, and calm yourself. That pause helps you respond thoughtfully instead of reacting emotionally.

Focus on the Present

When things get tough, sellers may get hyper-​focused on what the other person is saying or worry about the outcome. When that happens, emotions can take over.

“Refocusing and redirecting our attention to the present moment helps us find our way out of the never-​ending cycle so we feel grounded, balanced and centered again,” Kane advises. 

Take a Breath

Stress speeds up your heart rate and tightens your body. The quickest way to calm yourself is to breathe slowly and deeply.

Check out this episode of Manage Smarter to  easy techniques that use mindful breathing to quickly lower stress.

Turn Toward the Other Person

When you don’t get what you want or are in conflict with another person, frustration and resentment build. Instead of doubling down, shift your focus to the other person. Look at them with curiosity and openness. Rebuilding connection makes it easier to find common ground.

Choose Your Self-Talk

We are thoughtful about what we say to others but don’t typically do the same when it comes to self-​talk. Decide in advance what calming words you’ll use when things get tense. Simple phrases, Kane notes, like “Stay steady” or “You’ve got this” can help your nervous system relax and keep you professional under pressure.

Being mindful of how you speak to yourself can help you maintain control even in the toughest scenarios.

Embrace emotional intelligence

“Emotional intelligence is the ability to identify and understand emotions  —  both your own and the emotions of others,” Londergan writes.

Having emotional intelligence will do wonders for your success. From avoiding burnout to maintain credibility and healthy relationships, it pays off to keep your cool in sales. For even more guidance into nurturing this skill, check out these other strategies from SalesFuel.

Photo by Vitaly Gariev on Unsplash