All posts from Mitch
Mitch in $ Financial Freedom Chasers,

What is emotional intelligence and HOW does it IMPACT your ability to SELL

Emotional intelligence in the workplace is more important than ever. In business, we are all selling something. Whether the salesperson is working on delivering business solutions or selling clothing in a department store, emotional intelligence can have an enormous impact on the bottom line and affect the repeat of business—This is especially true when selling a product like insurance or intangibles that are often dependent on referrals—People often buy into the salesperson first more so than they are buying into the product.

So how can you polish and apply emotional intelligence to selling?

  1. Work on controlling your impulses. If you find that you are nervous about pitching to a client or customer, remember that they are often similarly nervous about spending their time and learning about what you have to offer because they possess a need.
  2. Develop a positive outlook and belief that you are the master over the events in your life in that you can meet the challenges and how you respond as they come up.
  3. Improve on your listening skills and understand what really matters to your client or customer. Understand and gather intelligence on what they care about and need the most.

People like and trust others who are similar to themselves. This is reinforced daily by the social groups and friendships we have with those who possess similar interests. People don’t care how much you know unless they know how much you care. In any relationship, personal or business, feeling and communicating a sense of caring comes first. After all, it is unlikely for another business to buy into your business solutions, or choose your product over others when you are selling a similar solution to ten other competitors. Thus, strive to do unto others as they would have others do unto them. It is important to recognize people’s diversity. To be an effective salesperson, you must appeal to their needs, wants, desires, preferences and tailor your response according to how they wish to be treated.

Here’s an example of how you can apply emotional intelligence to a sales conversation:

Before you go into a sales conversation with a prospective client, ask yourself how you feel. Being mentally cognizant of your own emotions is half the battle and the first step to taking control of your emotions. Pause for a moment and exhale; this is a sports technique in which athletes relieve tension and improve performance. Set the emotional tone for the meeting. Emotions are contagious. If you adopt a “yes” mentality, you will infect others with your positive vibes. Subtle gestures of positivity can go a long way. A simple smile or the way a salesperson emotes can leave us feeling patronized or incredibly valued.

Let the person or people know that you care. This could be accomplished by first being opened about yourself and employing subtle, non-invasive arm touches at the right moment when possible. Politicians have mastered these gestures and apply these techniques in trying to convince constituents that they are the right candidate for you. Leaders, politicians and entertainers develop a knack for sensing the mood of an audience or crowd and playing to it. People will normally reciprocate openness and it is crucial that you find points of connection and work it back into how what you are selling will benefit them. Be prepared to anticipate different responses from men and women.