More on the Subject of Emotional Involvement

A screen says that Emotional Involvement is a strength and the candidate controls his emotions well during the interview. Shortly after the salesperson is hired, the client notices that the new salesperson is becoming emotionally involved. What's up with that?

As sales development experts, we must all realize that even when an individual has Emotional Involvement as a strength, he is still a human being. A number of factors can still cause this person to become emotionally involved. Here are some:

• Personal crisis;
• Financial pressure;
• Performance pressure;
• Complex new product or service to sell - don't know it yet;
• New audience on which to called - not yet comfortable;
• Not sure of new expectations;
• Don't yet know the strengths and weaknesses of the competition;
• New industry - doesn't yet understand the issues;
• New training - can't remember all the steps and the questions;

So you see, there are many variables that can cause an otherwise stable, controlled individual to become emotionally involved.

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