Emotional Intelligence In Selling - Understanding The Connection And Why It Matters

Background

Over the last twenty or so years Emotional Intelligence or E.I. as it is often referred to, has slowly but inexorably become one of the foundation stones to elite selling skills preparation for leading companies around the world who deploy representatives in formal, field forces.

This gradual acceptance has certainly been aided in no small part by the continued release of overwhelmingly positive data, highlighting the benefits of increasing E.I. regardless of the other demographic variables of the workers being trained.

Data

The data as I have said earlier is copious in size and yet unfailingly positive and demonstrates an undeniable relationship between better levels of Emotional Intelligence and better performance outcomes. Yet of all the different studies I am aware of, none have highlighted this point more dramatically than research conducted by the doyen of E.I. himself, Dr. Daniel Goleman.

In one study based on data collected from five hundred companies, Goleman was able to show that the level of E.I. is a greater predictor of performance than double the effect of I.Q. (Intelligence Quotient) and technical skill combined. So OK then it is the real McCoy but how does it relate to sales?

Sales Model

The simple connection between the various stages of any reasonable sales model and emotional intelligence lies in applying the key precepts as laid out by Daniel Goleman in his globally recognised model that has in one half self awareness and self control and in the second half, awareness of others and relationship management.

Put simply, as the salesperson goes through their sales process, they will be focused on how they are felling and delivering the information at each stage and conversely from the point of view of the customer, they will also be  focused on their reaction as they progress through each stage of the selling skills process.

In this way the salesperson will be able to ensure that both they themselves remain calm, measured and in control of their sales presentation, whilst concurrently ensuring that the recipient of that sales message is remaining comfortable with what they are hearing, with any appropriate adjustments being made as required throughout its delivery.

Training

Naturally to remain competitive in the sales arena it is important to ensure that all your sales staff are adequately prepared and resourced to do battle against rivals that are often bigger, more established in the market place and better funded.

Road Scholars is proud to be able to present specialised courses in both Advanced Selling Skills:
http://www.roadscholarstraining.com/training/advanced-selling-skills.html

as well Emotional Intelligence In The Workplace:
http://www.roadscholarstraining.com/training/emotional-intelligence.html

Both courses are of course fully Nationally Accredited and available on request. Fr any further information please also feel free to contact me directly on: admin@roadscholarstraining.com


So until next time, good luck and good marketing.
Regards,
Daniele.