3 Secrets to Staying Unemotional While Selling

by Andrea Waltz

I recently came across this quote: "The goal of a stoic is to be indifferent to the things that don't matter and passionate about the things that do. Sales is a perfect arena to practice this."

Stoicism is an ancient philosophy that teaches rationality, self-control, and detachment from external events. By cultivating a sense of inner calm and detachment, you can take setbacks in stride and stay focused on your goals. 

That sounds like an ideal state of mind, right? 

Here’s a how to put it into practice.

CONTROL. How much time do you spend thinking about things that you have zero control over? 

Focus only on what you can control. You can't control whether or not a prospect will buy your service or product, but you can control how you approach the process. You can control your messaging. When you reach out and what you say. Focus on your actions. Stay grounded in the present moment, and avoid getting lost in worries about what the customer might be thinking or will do next.

ACCEPTANCE. How often do find yourself frustrated by uncertainty or anxious about a potential no? 

Failure and rejection are an inevitable part of the sales process and always will be. The faster people accept this rather than dwelling on negative outcomes, the better. You don’t need to “expect” nos but you should “accept” them as they come and focus on the next opportunity.

DETACH. Do you find that sales conversations in your business are emotionally draining and exhausting? 

By detaching from external events and outcomes, you can remain unemotional and objective. Passion is good but once the matter is out of your hands (the customer is ready to decide) then detach. Let go of ruminating over and over on how something went. Let go of fixations of the future constantly asking, "What happens if…" 

Stoicism teaches that setbacks and failures are opportunities for growth and learning. Epictetus said, "It's not what happens to you, but how you react to it that matters."

The more you practice and use the tools the better you’ll be at staying off of the “yes/no emotional rollercoaster.” 

Do your best to help people—whether that means a yes or no, any decision, and then just keep going.

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