Emotional Intelligence or EQ - How do you rate?



Emotional intelligence (EI) or emotional quotient (EQ) describes a person's ability to recognize his or her own and other people's emotions, to understand the powerful effect of these emotions, and to use that information to guide thinking and behavior.


Why is having a HIGH EQ helpful in sales?
1.    Because, by definition, sales is emotional!
2.    Emotions are particularly important in sales because we need to use them to connect with our customers & prospective customers on a deeper level.
3.    EQ makes our conversations more authentic. We sound like real humans rather then telemarketers or generic sales people.
4.    Minimizes miscommunication and misunderstandings.
How do we create EQ?
1.       Awareness. Listening for buying signals and responding to them.
2.       Listening. If you don’t listen to your prospect you will NEVER sound authentic you will always sounds like a used car salesman.Really HEAR what they are saying.
3.       Questioning. If you don’t ask questions and then STOP to listen to the reply and really LISTEN you will miss an important opportunity to engage and understand the prospect.
4.       Empathy. Be understanding. That does not mean that you deviate from your sales process. It simply means you incorporate more empathy. 

Why is a lack of EQ an issue:
If you only sell the generic features, benefits, and advantages of your product you miss an opportunity to uncover how those facets are going to benefit the person you are speaking with. If you aren’t willing to move past a one-dimensional summary of your product you will never have a truly authentic conversation.

Selling only features & benefits is safe. You don’t have to put yourself out there at all.



Here are the facts:

  1. Emotion is a big part of what drive’s a customer’s buying decisions. Emotions trumps logic almost every time. 
  2. People buy emotionally and justify their purchase logically later. 
  3. Logic makes people think. Emotion makes people act.
WE WANT PEOPLE TO ACT!


Here is one EQ tip that you can enact TODAY to help growing your EQ –

Next time a prospect voices an objection, concern, or paint point - STOP!
BEFORE you try to resell or build value JUST STOP and LISTEN to that they’ve said.
THEN use empathy & ask 1 question before you start selling again. 


Remember, practice makes perfect so start investing in your EQ today.Below are a few videos that I find helpful!

Why EQ is more important than IQ (15 mins): https://www.youtube.com/watch?v=MJJj0BBrWOE



TedTalk why EQ is more important than IQ (15 mins): https://www.youtube.com/watch?v=rpazb_SwglU

The value of emotional intelligence in sales (5 mins): https://www.youtube.com/watch?v=UcNTn0sFtYE

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