The anti-stress training for sellers: 3 tips for the "take-me-now-personal-trap"

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Is it possible to conduct sales talks without stress? Hardly likely. The demands on this profession are enormous. After all, sales success is decisively decisive for the future of the company that is represented.

The anti-stress training for sellers: 3 tips for the

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Here writes for you: Oliver Schumacher is sales trainer and speaker. Profile

No more stress?


Printing probably knows every salesman. The majority has arranged for it and accepted it as a self-evident part of his professional career. The stress factors are as varied as dealing with them.

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Sellers must meet targets and ideally exceed them. Their results - successes such as failures - are constantly being put to the test. They are usually mercilessly commented and controlled.

The chaff of the wheat


Praise and blame are as close together as success and failure. Commissions are good for the ego, sanctions can be devastating, result in a loss of salaries and thus play into the private sphere.

The purpose and purpose of results-oriented control systems in sales is to discover who is one of the service providers and who is lagging behind. They show relentlessly who is fulfilling their requirements and who is not.

Eliminate stressors


The omnipresent control systems can not be circumvented. But the typical traps into which salesmen can step. If potential complications are identified in advance, they are also calculated or even avoided.

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Some customers are friends at some point. But business is business! Salespeople or people with customer contact are often exposed to the psychological phenomenon of "displaced aggression". Everybody has bad moments sometimes. We are dissatisfied with our job, our employer, our family or ourselves.

This is the take-me-now-personal trap


Every now and then everything comes together. In such a case, it is easier for a lot of people instead of entering into a possible conflict with those who are concerned, such as an outgoing person - and who is better off than a salesman.

So it can happen quickly that a customer or guest "explodes", and the provider does not know how it happens because he can not understand why it suddenly gets so excited. Instead of personally taking such a verbal attack, the following procedure is recommended:

  1. Sometimes it is Criticism no matter, sometimes not: How one reacts to criticism depends crucially on one's own self-esteem, the current emotions and the facts, whether one feels caught or not. Sometimes it is helpful not always to react immediately, but to pause for a while to be more aware of the allegations.
  2. Swam over it: Anyone who feels personally offended should address this. Sometimes things are said quickly that others do not mean. Often you get something in the "wrong neck". However, it must be good again, if one has spoken out. After all, you want to continue working with your customers / colleagues.
  3. False pride: Even if one does not feel responsible for the break of a relationship, it can still be good to reach the other hand. Often, both sides regret the negative development. Whoever is looking for a contact after a certain time interval, when the waves smoothed again, shows true greatness.

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