Are you an emotionally intelligent salesperson? Part 2

In 1848, a young man called Phineas Gage was in an explosives accident that resulted in him having an iron bolt in his head. Astonishingly, this had little effect on his logic, but ruined his ability to do any job at all. He could no longer relate to people. The bolt had destroyed his emotional intelligence.

Emotional intelligence begins with self-awareness.

The more the sales person's self-image is in sync with the impression other people have, the better the sales person will be able to communicate to the customer.

Importantly, this also involves an awareness of how the other person is reacting at all stages of the sale.

A sales person can illustrate the exact same behaviour on many occasions and depending on the customer's views and expectations, the same demeanour might be regarded as aloof or respectful, friendly or over familiar, witty or flippant. The emotionally intelligent sales person can perceive this, adapt accordingly and importantly – not ruin the sale because of their own behaviour.

More sales people talk (or act) their way out of sales than into sales.

What ways do you and your team talk or act your way out of sales?

All clients or customers want to be treated in their own way. As consumers, (as well as sales people), we all have a preferred buying method as well as a preferred selling method. Too often sales people sell the same way and do not perceive the subtle nuances of how the customer wants to buy.

THE CUSTOMER ALWAYS TELLS US HOW THEY WANT TO BUY. Only the emotionally intelligent sales person can pick this up.

  If you would like a FREE exercise that will help you pick up the "tells" a customer gives you and a FREE Emotional Intelligence Quiz, please send me an email by clicking here and I will happily send it to you for your internal use only.

I am happy to work with your organisation on developing and refining the emotional intelligence of your sales people. Don't be left behind - this is the new paradigm of selling. Please contact our office on (07) 555 90166.

Finally, here's a very simple, yet often under-utilised tip that can make you happier, and ultimately rich:

Before every sales call, negotiating situation, or any encounter where you want something, business, or personal, ask yourself,

"What does this person want, and what do they want to avoid?"

THAT'S the not-so-secret "magic rule" of sales. Build your calls around that simple notion, and I know you'll always do well.

Remember,

"You can't take care of your customers unless you take care of your people."

PART 3 will be sent out next week.