Emotional intelligence is, largely, the ability to understand and connect with people around you. Sales is, largely, the ability to understand and connect with people around you. It seems only natural, then, that improving your emotional intelligence will help you meet and beat sales goals, right? In fact, this is one of those times that common sense and science tend to agree. Improving your emotional intelligence will almost certainly help increase sales. What’s more, improving your understanding of emotional intelligence is also likely to improve sales.
If you’ve heard of emotional intelligence, it’s likely been from one of the recent stories about industry giants like Google implementing it into their hiring process to screen candidates. What you may not have heard of are companies that are using emotional intelligence training to increase the effectiveness of their sales staff. Instead of using EQ like a screening tool, these companies are integrating it into their sales training as another strong tool in the sales toolbox. In fact, you can think of EQ as two separate tools to increase sales: understanding EQ and improving EQ.
Understanding Emotional Intelligence To Improve Sales
The first tool in our emotional intelligence set is understanding. Understanding what emotional intelligence is and how it plays into interpersonal relations, specifically. This goes hand in hand with many other forms of sales training that teaches your sales staff how to “read” clients in order to anticipate how they might react to certain offers and tactics. Understanding the basic principles of emotional intelligence helps sales staff further refine their ability to read people.
Understanding the intricacies of how people process emotions, both their own and those of others, can give valuable insight into figuring out the right sales approach. When selling to someone with a low emotional intelligence, for example, a salesman might focus purely on the facts, using bold and unambiguous statements to avoid miscommunication.
Of course, that’s a very rudimentary example, but a thorough understanding of how emotional intelligence works can help a sales team tailor their pitch in a way that will best resonate with their client.
What’s even more interesting is that research published in sales trainer and expert Colleen Stanley’s best-selling book “Emotional Intelligence for Sales Success” which found that salespeople who matched a star profile ended up being 260% more effective than the average sales person. Understanding what characteristics indicate high emotional intelligence and recognizing those traits in the hiring process can help you build a powerhouse sales team that will exceed expectations and sales goals.
Increasing Emotional Intelligence To Increase Sales
You might think that anyone who works in sales is bound to have high emotional intelligence. That may be true (though not necessarily a guarantee), but it doesn’t mean there isn’t room for improvement. In fact, it’s possible to go your entire life without recognizing a sign of low EQ