The Impact of Emotionally Involved

Explanation: When a candidate becomes emotionally involved it indicates that the salesperson is thinking too often during the sales call.  The thinking could include, but isn't limited to, analyzing, creating, worrying, panicking, getting excited and strategizing on the fly.  It is often the result of lack of preparation and the inability to simply respond appropriately and naturally.

Impact: This candidate will often lose control of the selling process because when the thinking begins, the salesperson stops listening to the prospect and begins listening to him/herself.

Getting Emotionally Involved is the fifth most
powerful weakness we find in salespeople.  This weakness
alone will not cause a 'do not hire' recommendation.

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