How to Control Your Fight or Flight Response when Dealing with Challenging Buyers
Just like buyers have a fight or flight response when confronted with an aggressive sales approach, salespeople also have that response when dealing with challenging buyers. And that often causes them to say or do the wrong things during a sales call. In this interview, Colleen Stanley, author of Emotional Intelligence for Sales Success, discusses how to control that response and the importance of emotional intelligence in the sales process.