Each January, many ISOs and merchant level salespeople (MLSs) revisit their sales goals and strategies. Whatever your business goals for 2012 are, one thing is certain: to succeed, you must interact successfully with all types of people, even those with whom you either disagree or are uncomfortable.
Given that you have chosen sales for your profession, chances are you are naturally an upbeat, outgoing person who already has a good deal of skill when it comes to communicating with people. But sometimes, even the best of us fall short in some areas of outreach. Here are some examples of what I'm talking about. Maybe you have:
Whether or not the scenarios just described hit home for you, they may have brought to mind certain instances in which you've let a potential or current client get under your skin, or let discomfort or anxiety deter you from pursuing a solid lead - and thereby failed to close new deals or lost accounts you once had.
One thing these situations have in common is lack of emotional control - not a pathological lack of control, certainly, but still a deficit that can hamper sales. Fortunately, you can take steps to bolster yourself so you can more easily surmount intimidating situations and handle people you find difficult.
Here are some ideas:
(There may be an occasional merchant who is downright abusive, and if you encounter one of those, end the relationship gracefully, without letting the individual get the best of you. In these sorts of situations, it's good to remind yourself not to take what the merchant is dishing out personally. It's likely the next ISO or MLS who knocks on that merchant's door will be treated the same way.)
Re-examining and readjusting your behavior in just one area in which you've pulled back from opportunity due to negative thoughts or feelings can have a positive impact not just on your relationships, but also on the overall success of your life's endeavors.
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