Salespeople should be emotionally detached from the sales call. Being emotionally detached allows the salesperson to maintain control and take a consistent rational approach to selling. When a salesperson becomes emotionally involved, they don’t make good decisions. Losing the sale becomes a personal matter. It affects how they feel about themselves. They will concede to unreasonable requests in hopes that it will appease a prospect into buying. Being emotionally detached allows a salesperson to have control of the sales call and make reasonable decisions.
Emotional involvement confuses a sales call. If a salesperson is emotionally involved, they are subconsciously selling themselves, not their product or service. Salespeople that think, analyze, create, strategize or otherwise talk to themselves when prospects catch them by surprise become emotionally involved instead of remaining in the moment. Emotional involvement becomes a distraction because their listening skills tend to be self-focused rather than prospect focused, causing them to miss important points and lose control of the meeting.
Being emotionally detached allows a salesperson to make good decisions. If a prospect asks for something unreasonable the emotionally detached salesperson will refuse. They have the capability of explaining their point of view in a rational way and compromise with a prospect. The emotionally involved salesperson will agree to anything because it dictates their self-worth. Remain emotionally detached and control the sales call through rational expectations.