Emotional intelligence is the ability to understand and manage your own emotions, and those of the people around you. People with a high degree of emotional intelligence know what they’re feeling, what their emotions mean, and how these emotions can affect other people.
Who is more likely to succeed?
- a salesperson who shouts at his team or on calls with clients when he’s under stress, or
- a salesperson who stays in control, and calmly assesses the situation.
Decades of research identifies emotional intelligence as the primary trait that differentiates top performers from the rest of the sales force.
Sales professionals with high emotional intelligence will
- initiate meaningful conversations and
- nurture relationships with customers.
Sales professionals without emotional intelligence, will struggle to build rapport with prospects and be unable to stay motivated.
How do you develop your emotional intelligence to benefit your sales skills?
A key part of our sales training, is to identify and develop your emotional intelligence.
The more that you can understand, manage and develop each of these five key areas, the higher your emotional intelligence and the more meaningful conversations and relationships you will have with your customers.
If you’re self-aware, you always know how you feel, and you know how your emotions and your actions can affect the people around you.
Those who regulate themselves effectively rarely verbally attack others, make rushed or emotional decisions, or compromise their values. Self-regulation is all about staying in control.
Self-motivated salespeople work consistently toward goals, and they have high standards for the quality of their work.
Sales people demonstrating empathy will earn the respect and loyalty of their team as well as quickly and easily build rapport with colleagues and clients.
Sales people with good social skills are good at managing change and resolving conflicts diplomatically. They are great communicators.
The buying process is an emotional experience for both the customer and the seller.
The more a salesperson understands the emotions invested in a sales interaction, the better the chances of successfully making the sale.
Fortunately, emotional intelligence can be developed and fine-tuned.
If you are interested in learning more about developing and improving the emotional intelligence of your team and how this integrates into our sales training packages, please get in touch!