New England Coaching

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Emotions & Selling

Recent research conducted by Genos and Quantas Airlines suggests that sales people who demonstrate emotionally intelligent behavior have an edge. In this study it was shown that a group of 40 sales people out performed a comparable controlled group by 12% following their developmental experience with EI (Jennings and Palmer, 2007). So what does a salesperson do who demonstrates emotionally intelligent behavior?

The following is a sample of 4 skills and associated behaviors that can enhance any selling process.

1. Self Awareness

How you show up and present yourself (look, demeanor, attitude, communication style, etc) to a client forms a huge part of how they perceive (and feel about) you. Make it good because their perception of you is their reality. Be very mindful of how you come across.

2. Awareness of Others

Strive more to help the client get what they want to buy, rather than just what you want to sell. Consequently, you will listen better, be more informed, and establish much better rapport and more likely close the deal; be genuinely empathetic.

3. Emotional Decision Making

Many argue that we justify based on facts but make decisions on emotions. The important piece to consider is that both are in play and often we over emphasize the former and forget about the latter. Simply take time to consider how those impacted by what you have to offer really feel about it. Ask, what’s your feeling at this time – you might be surprised with the answer you get.

4. Self Management

Inevitably in sales you are going to meet with disappointment. Don’t let this show in front of potential clients. You can manage these emotions and maintain a positive disposition at all times; remain resilient.

Emotionally intelligent behavior can be summed up as doing the appropriate thing with the appropriate person at the appropriate time.

In fact some would suggest that EI might be a better predictor of sales success than experience, intelligence or personality. This is not to say that these are not important but more that Emotional Intelligence should not be overlooked.

About Bill Sex

Bill Sex is President of New England Coaching and specializes in supporting personal, professional and organizational advancement with specific emphasis on coaching skills, emotional intelligence and employee engagement / motivation.

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