Research conducted by Emotional Intelligent (EI) thought leaders Genos 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 how does a salesperson demonstrating emotionally intelligent behavior show up?
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. Know what this is as their perception of you is their reality and first impressions can be lasting.
2. Awareness of Others
Sincerely help the client get what they want to buy, rather than what you want to sell. Consequently, you will listen better, be more informed, and establish a better rapport and more likely close the deal; be genuinely empathetic.
3. Emotional Decision Making
We justify based on facts but make decisions on emotions. In most sales both are in play and often we over emphasize the facts and forget about the emotions. Take time to consider how those impacted by what you have to offer really feel about it and 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, knowledge or personality. This is not to say that these are not important but more that Emotional Intelligence should not be overlooked.