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Emotional intelligence in sales: it matters

Emotional Intelligence is “the capacity to be aware of, control, and express one’s emotions, and to handle interpersonal relationships judiciously and empathetically.” (Source).

When reading about this topic, we read that emotionally intelligent salespeople seem to succeed because they understand how to navigate potentially difficult situations – through recognition and understanding of the prospective customer. As a result, the more a salesperson understands the emotions invested in an interaction, the better their chances of successfully making the sale.

Interesting. So we wanted to drill a little bit deeper into this topic, so when speaking with clients we asked them about their take on what impact Emotional Intelligence can have when working in sales matters.

Based on some of our conversations, here, some of the common themes we’ve gathered on Why Emotional Intelligence matters and helps. We’d love to hear your perspective too.

Always empathise

By stepping into the prospects’ shoes from the get-go, your employee is likely to listen more actively, thus gaining a wider understanding of how to help. It’s all about providing a human experience that is authentic in conversation. Encouraging this from the beginning will result in your team being better listeners.

Develop self-awareness

Encouraging self-awareness to all individuals within your team is key. If they can identify with the situations that trigger them in either a negative or positive way, a plan can be put in place to act productively when those situations arise. Employees will be able to emphasise the positive aspects of their personality and make themselves more relatable.

Build resilience

Teaching your employees to not take rejections personally will push them to want to persevere. By understanding from the beginning that a failure is not an endgame, but something to learn from will encourage them to manage their own self improvement.

Maintain a wider outlook

Building a genuine connection with the customer can only be done if pressure is relieved from the seller to just “close the deal”. It should be encouraged across the business that the only goal is not to just make the sale, but to maintain morality with or without the sale. As a manager, it’s wise to be aware when an event could potentially challenge somebody’s performance – so that the relevant support can be put into place.

Some more tips on inspiring your sales team this way.