Sweaty Hands, Stressful Days and Feeling of Omnipotence: the Chemistry of Sales (Part 1)
Posted on Wednesday, January 27th, 2016
There are many ways one can increase sales. Some of them are conventional while others are not. Most of the unconventional methods of boosting sales are effective. Considering the cutthroat competitive business environment of today, relying on the unconventional can prove the best option to boost your sales. One way you can go about this is to understand the chemistry of your own body. Yes, the human body can give you valuable insight into the chemistry of sales and how to achieve the results you are looking for.
The Importance of Understanding Chemical Substances to Drive Behavior
The human body is underestimated. What you may think you know about it might not actually be true. You can use your body’s chemical composition to your advantage. However, lack of knowledge about this is can prevent you from reaching your true potential. Considering the importance of the sales department in any organization, the job can be incredibly stressful and de-motivating. There are times when incentives and bonuses will just not cut it. It is during these times it is necessary for you to rely on alternative means via which you get the results you want.
There are virtually countless types of chemicals triggered in the body for producing neurotransmitters and hormones. Behind every reaction and emotion there are chemical reactions in your body which not only drive you but they ensure you can survive. Keeping this in mind, you can understand how it can be used by the sales team. If everything is done the way it is supposed to, employees can be trained to use chemical reactions and substances to their advantage and thus overcome any and all problems which come their way.
Neurotransmitters and Hormones That Play a Vital Role in Sales
Considering the importance of chemical substances and the essential hormones and neurotransmitters that are produced, the possibilities are endless. However, you still need to know how each neurotransmitter and hormone works for you to make the most of it and use it the way it depends on the situation. The essential hormones and neurotransmitters which end up playing a vital role in sales are as follows:
The hormone is better known as the flight or fight hormone. The adrenal gland is responsible for producing adrenaline. The production of adrenaline is triggered when the brain signals the adrenal glands during stressful situations. Adrenaline is necessary for you to react to these stressful situations immediately. For instance, if you are driving your car and you are required to switch lanes, and out of nowhere a car speeds by, you will immediately return to the original lane.
It is during this time your heart will pound faster, the muscles get tense and you start sweating. It is during situations like these that your adrenaline kicks in and it gives you the necessary surge in energy needed to deal with danger or run away from it. This can come in handy for employees who are meeting new clients. They can use adrenaline to deal with a stressful situation such as this. However, they will need to focus on dealing with the client instead of running away from him/her.
Cortisol, better known as the stress hormone, is produced by the adrenal glands. However, it does not kick in immediately like adrenaline. If adrenaline takes seconds, cortisol can take minutes before it comes into effect. Additionally, when this hormone is released, two other minor hormones are also released to counter stress.
As mentioned earlier, working in sales can prove extremely stressful. You have to meet your targets and that too within a given deadline. If, for any reason you fail, regardless of how much effort you have already put in, you are bound to feel low and will feel burnt out. But if an employee is able to trigger the release of these hormones when it is required, there is little that can stop them from reaching their true potential.
Dopamine is an essential neurotransmitter that aids in the delivery of signals from the brain to other important parts of the body. To be more precise, it plays a vital role in how you control your movements. A lack in release of dopamine usually results in a loss in the ability to execute controlled and smooth movements. As working in sales can be extremely demanding in this regard, it is unlikely you will be able to perform the way you are for long, especially if you are not able to regulate proper dopamine production.
Most people are not aware testosterone is produced in the reproductive glands both in males and (although in minor quantity) in females. Essentially, it’s the steroid hormone characterizing male physical and behavioral attributes. But that is not all, as it ensures maintenance of muscle mass, bone growth, regulation of red blood cells and a general sense of wellbeing. Ensuring that your testosterone level is at par will help you stand out in the crowd and also allow you to remain aggressive and competitive, which is what sales are about.
Last, but not the least, serotonin is found in the gastrointestinal tract and it is largely believed to be responsible for affecting your mood. Serotonin helps relay messages and affects several body and psychological functions as well. The only real way you can excel is by using this hormone. As it is the ‘feel good’ hormone, ensuring your body is producing optimal quantities will ensure you will achieve targets and close new deals in no time.
Keeping the aforementioned factors in mind, you should now have a better understanding of the chemicals in your body which can aid you in reaching new heights when it comes to being the best there is when it comes to sales.
In “Part 2” next month, we’ll discuss how to play your cards right to regulate the required hormones and neurotransmitters to reach your true potential.