transformed my interaction with a skeptical client into a successful outcome.
Emotional intelligence is a valuable soft skill in any career, but especially in the sales industry. In a job that requires breaking down barriers with total strangers, overcoming objections, building relationships and making connections, the ability to control emotions and respond appropriately is essential. In a case study by healthcare organization Sanofi Aventis, the company found that salespeople trained in emotional intelligence sold 12 % more than a control group that didn’ t undergo the EQ training. A Hay Group study revealed that salespeople with high EQ generated twice the revenue of those with average or below-average EQ scores.
Now, let ' s delve deeper into how EQ specifically empowers salespeople:
Turning Objections into Opportunities: Sales objections are inevitable. However, emotionally intelligent salespeople view them differently. Empathy allows them to understand the customer ' s concerns, while self-regulation helps them see objections as opportunities to address pain points and showcase solutions.
Resilience in the Face of Rejection: Rejection is part of the sales game, but it doesn ' t have to be demotivating. High EQ salespeople understand that " no " doesn ' t define them. They use rejection as a chance to refine their pitch and learn from each interaction. Additionally, their strong motivation fuels persistence, encouraging them to keep striving for success.
Building Rapport Through Social Skills: Sales isn ' t about a one-size-fits-all approach. Emotionally intelligent salespeople excel at building rapport by leveraging strong social skills. Self-awareness allows them to adjust their approach based on the customer ' s cues. Someone with empathy can read a prospect ' s signals and adapt their communication style accordingly, fostering trust and connection.
The need for emotional intelligence in sales also reinforces the need for sales training to go beyond just selling skills. Buying is emotional. It’ s often filled with anxiety and uncertainty. Salespeople have to be able to recognize and adapt to those underlying emotions that can ultimately play a huge role in the sales process. That means training has to help people learn how to pick up cues about a customer’ s emotions as well as their Behavior Styles, how they communicate, what they value and what they’ re concerned about.
In addition to learning how to adapt and respond to their customers’ emotions, salespeople need to learn how to stay attuned to their own emotions, as these emotions are impacting their own results and what they can do to overcome their own mental barriers.
Emotional intelligence is not just a buzzword; it is a fundamental skill set that can transform sales interactions. As sales professionals, as we strive for success in an increasingly competitive landscape, developing emotional intelligence should be a priority. It is essential not only for closing deals but also for building longterm relationships with customers based on trust and understanding.
Christine Nyandat is a seasoned insurance professional. You can commune with her on this or related issues via mail on: Nyandatc @ yahoo. com.
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