I am happy to announce that we have landed a book contract with AMACOM publishing. The topic of the book is emotional intelligence and sales results. We feel the book will be a real game changer for sales professionals that are tired of outdated sales techniques and pithy one-liners.
So what is emotional intelligence and how can it help companies grow sales revenues? In simple terms, emotional intelligence is the ability to recognize what you are feeling, why you are feeling it and manage how you choose to show up each day.
For example, picture a salesperson running a meeting with a prospect who immediately starts asking, “what’s your price, what’s your price?” The pressure from the prospect can create an emotional response in the salesperson which affects clarity of thought and action. The salesperson blurts out some price, without knowing the prospect’s needs or delivers that pithy one liner, “Are you looking for a Yugo or a Lexus?” Neither answer adds to the sales conversation and the meeting is soon headed for a transactional, price driven sale.
The salesperson trained in emotion management doesn’t react and calmly replies, “We will definitely get to price, however, I am not even sure what your problems are and if we are the company to address them. Would it make sense if we back up and have more dialogue?”
In working with sales teams and sales professionals for over a decade, we have found that many salespeople know what to do and are still not doing it. It’s not a sales skill issue, it’s an emotion management issue.
Emotionally intelligent salespeople score high in self management and relationship management. It is the competitive advantage in a world that is becoming increasing commoditized and competitive.
What’s your sales EQ?
Chief Selling Officer