Business to Business Relationships pt.2

May 19, 2016 | News

Business to Business Relationships

Examining the elements that forge lasting relationships – part 2

In our last reading, we examined a word of antiquity “A fool gives full vent to his spirit, but a wise man quietly holds it back.” In this reading, we will focus on how to rule our emotions.

A fool gives full vent to his spirit

It is important to pay close attention to the verb in this proposition, which is “gives”. Upon examination, it is plain to see that we have the ability to allow our emotions to be expressed or, to not allow our emotions to be expressed. We read that someone who reacts solely based on emotion is characterized as a fool. It is important to understand that this text is not engaging in name-calling, but describing someone who will not use their abilities as they are intended.

When listening to sales pitches from vendors, it is easy to identify someone who is “ruled by their emotions”. Perhaps we have all been witness to someone who is struggling to maintain their composure, and as a result, says something that is inappropriate or reacts negatively to our questions or responses. By placing ourselves on the opposite side of the desk, we should examine our emotional responses in our own sales processes. We are the source of our emotions. We are mistaken when we say “they made me angry”. “They” do not make us angry, they merely have done something. How we choose our thoughts, based on their actions, will determine our emotional response. If our thoughts immediately run to a defensive disposition filled with negativity, it is entirely possible that our thoughts of negativity will lead to an unwanted emotional response.

A wise man quietly holds it back

As we examine this proposition, it is important to identify what “it” is. “It” is our spirit, in contemporary language we say emotions. It is also important to pay attention to the adverb in this proposition, which is “quietly”. A wise business man or woman will quietly hold their emotions at bay as they navigate through the sales process and in business relationships.

Striving to maintain consistency in our emotions leads to emotional stability. Positive thoughts are instrumental in our approach. As we enter the business world, we should make every effort to focus our minds on positive thoughts. This will in turn flow to our physical disposition. We should plan for objections and respond with grace and humility.

Practical Application:

Positive Thoughts – Our thoughts affect our emotions. Stress of the mind equals stress of the body.

Patience – Pause for a few moments before responding to a question.

Rule Your Emotions – Do not wear your emotions on your sleeve. Temper your emotions by taking a few deep breaths before entering a sales meeting.

Identifying The Source – Remember that we are the source of our emotions. No one “makes” you angry. You allow yourself to become angry.

Effort – By striving to maintain consistency in our emotions, we learn emotional stability.


In an effort to practice what we preach, let’s focus our thoughts on positive sales meeting in the future!

Ryan Clift


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