Hi, I'm Jeb Blunt, author of People by You, and this is the Selling and a Crisis Daily Sales Briefing.

Each day until this crisis is over, I'll be focusing on the topics that we're all worried about in this unprecedented time.

How do I engage prospects the right way?

How do I advance and close the opportunities in my pipeline?

How do I find new markets? How do I protect my accounts? How do I keep my job? How do I maintain a positive mindset?

And what do I need to do right now to come out on the other side of this crisis better than I am today?

We're back for the daily sales briefing, selling in a crisis, and our topic today is

emotional control. There's absolutely no doubt that most of us, after being cooped up in our

homes, working from home, dealing with this crisis, and everything that is hitting us,

at this point in time, there's a lot of tension.

And you may be feeling in your paycheck, you may have lost your job, your customers and prospects are

saying no, you're getting objection after objection after objection, and you may have some deals in the

can that you're working on. The one thing that you can count on, though that in every sales conversation it is the human being that exerts the greatest amount of

emotional control that is the highest probability of getting the outcome that

they desire. And right now emotional control is where the highest performers in

sales live. They're managing their disruptive emotions of fear of worry of doubt of insecurity. They're managing their disruptive emotions of fear, of worry, of doubt, of insecurity.

They're managing their desire to push people to make decisions, and they're focusing on managing

the sales process. I understand exactly how it feels to be under such pressure because I run a business

too, and not unlike you, we have seen a lot of the

opportunities in our pipeline, either stall, come to a crashing halt. And a lot of our inbound

leads are gone. I mean, things are definitely not normal. And in a situation like this where you're

trying to make sales, it's easy to push but when you push

...