Losing Your Cool

What happens when you lose your cool when you’re face to face with a client? Nothing good. So let's talk about how to prepare for those meetings.

Typically, we lose our cool when the customer says something unexpected, which causes us to get emotional. Think about it. When someone tells you that you need to call back, or they are mad about something, it is easy to prepare what to say to them and how to say it. It is called preparation. Anytime you meet with someone face to face, you need to do the same thing.

A good salesperson doesn't go into a meeting without creating plan, and you should be no different.

Here is an outline.

1. What type of personality type are they using D. I. S. C. (learn more about this here)?
2. How have they handled bad news in the past, and how did you handle them?
3. What is the outcome that you and/or the customer want?
4. How will you start the meeting?
5. How have other people given you bad news that you were ok with?
6. When you feel yourself becoming emotional, take a deep breath and excuse yourself.

We all get emotional, but the good salespeople learn to control it.

-Tom