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How Emotional Intelligence Can Help You Sell Effectively


How long can a person survive without oxygen? I tried testing my lungs and I couldn't pass the 30-second mark. Most people can hold their breath for between 30 seconds and 2 minutes - except Aleix Segura who held his breath for 24 minutes, 3 seconds in 2016.


Can a business survive without sales? Well, some may survive longer than others, but eventually, all will die without any income coming into the business. The existence of sales places an important aspect in many ways for an organization. How then, is emotional intelligence important in generating revenue for your business?


"Emotional Intelligence (EQ) is defined as the ability to identify, assess, and control one’s own emotions, the emotions of others, and that of groups."


It describes an ability to monitor your own emotions as well as the emotions of others, to distinguish between and label different emotions correctly, and to use emotional information to guide your thinking, behavior, and influence that of others (Goleman, 1995; Mayer & Salovey, 1990).


The five components of emotional intelligence are self-awareness, self-regulation, motivation, social awareness, and social skills.


Below are ways in which emotional intelligence (EQ) can boost the performance of your sales team.


1. Stepping into the shoes of your customers


Empathy is the ability to step into the shoes of another person - in this case, your customers - and aim to understand their feelings and perspectives and use that understanding to guide your decisions. This will enable you to connect well with buyers on a more personal level.


A salesperson who has empathy is good at judging how the customer or prospect is feeling, and adapting their approach by steering conversations in the right direction. One can identify the other person's emotions and step into the shoes of that person, therefore having more control over the customer's interactions and the outcomes of those interactions.


2. The drive to success


Motivation is a condition inside us that desires a change. It is a goal-directed behavior that is energized and persistent which gives someone a need to take action.


Salespeople who are motivated will do more than the ones who are not. They will do whatever it takes to improve their skills which will help them reach their goals. Motivated salespeople will do whatever it takes to know their products inside out, which gives them the confidence to deal with customers or prospects without any fears or intimidation.


Highly motivated people can pick themselves up when they fall. Even when they don't meet sales targets, they dust themselves up and soldier on. They are more likely to strive for success and pursue their goals, meet those goals, and get back on track after failure or disappointment.


3. Keeping emotions in check



Someone punching a table
Angry punch

When someone is unpredictable in emotions and reactions to events, this can affect his ability to make the right decisions. As a salesperson, you will always come across customers or prospects who drive you up the wall. Being able to recognize and control one's emotions - and not dwell on them - will make you concentrate on achieving results rather than dwell on opinions and perceptions.


When you have self-regulation, you can control and adapt your own emotions to fit the situation or to avoid disrupting others. Working on the dynamic between your emotions and your customer's emotions can increase your awareness.


4. Ability to create meaningful relationships


Relationship selling refers to the connection and relationship a salesperson builds with their customers and prospects. A salesperson with a high EQ can build meaningful relationships by becoming an active listener, building connections on a personal level, trust, and honesty.


When you build a strong rapport with your customers and prospects, they gradually feel that they can trust you and want to do business with you, which plays a critical role in generating sales. A prospect will feel confident in your abilities and product knowledge and respond well to you closing a sale.


5. Being assertive not aggressive


Assertive salespeople can get their point across without upsetting others or becoming upset themselves, while aggressive individuals fail to consider the views or feelings of others. Your job as a salesperson is to win a sale by making customers or prospects comfortable, allowing them to talk, then having your turn and confidently showing how you can help them by offering a solution to their problems.


Aggressive sales tactics may do more harm than good. Many salespeople come across as aggressive when they should just be assertive. When a salesperson has EQ, he will understand the importance of self-regulation when approaching a prospect or customer and this will enable him to be assertive rather than aggressive.


Conclusion


“When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion.” — Dale Carnegie


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