Emotional Intelligence: Why You Need It to Boost Sales | The Salesmark

Emotional Intelligence: Why You Need It to Boost Sales

Emotional Intelligence

Imagine your sales manager has asked you to visit a prospect and ask for their budget before creating a proposal. You, as a trained and well-coached sales rep, visit the prospect’s office to get the simple job done. Right when you ask for the client’s budget, they back off, saying they don’t have a figure in mind or are unsure of it. They throw the ball in your court and ask you to quote an amount. How would you tackle this situation?

In such scenarios, “emotional intelligence” comes to your rescue. You can look at it as a way to understand whether the prospect can really invest in your services. Without being rude, you can learn about their budget and also decide whether or not to create the proposal. For that, you need to understand emotional intelligence.

What is Emotional Intelligence?

Emotional intelligence, or emotional quotient (EQ), is defined as “the ability to be aware of one’s own emotions and the emotions of others, and to manage them in a productive and empathetic manner.” It gives you the skill of assertiveness. And assertive sales professionals always have a higher EQ.

Sales is an extremely demanding job, and keeping a tab on your emotions matters a lot. Because you deal with real people, talk to them, face rejections and objections, and yet have to close deals. Prospecting is an everyday process, and to focus afresh each day, you must invest in learning and mastering emotional intelligence.

3 ways emotional intelligence helps boost sales

Does EQ boost sales? Well, not literally. But if you invest enough time to learn this skill, you will be successfully closing more deals than you do. Read ahead to uncover how this magic skill comes to your aid.

1 Building better rapport with prospects

When it comes to building a rapport with your clients, there is no one-size-fits-all solution. You have to observe ad understand your client’s state of mind with his body language, tone, etc. If you are an emotionally intelligent person, you will successfully adapt the pitch in a way that suits you and your client well. You can judge better about the client with his behavior and decide whether you switch to an informal tone or not. By understanding and adapting your pitch according to a client, you build better rapport with them, and in turn, make them your loyal customers.

2 Handling objections and rejections optimistically

Aren’t objections and rejections an integral part of a sales rep’s profession? But the real game is how you deal with them and move ahead. Objections are still fine. Your client may have a distinctive set of requirements while in the early stages of sales funnel. A client’s objection is a crystal clear route to their real pain point. If you are a smart, emotionally intelligent person, you can convert this into an incredible sales opportunity. By preparing a proactive plan that duly caters to all the pain points of your client, you can trigger them to progress in the sales funnel and finally convert them to customers.

While objections are fairly better, rejections hurt the most. Although a rejection closes the door to one potential client, it opens doors to several others. If you have a higher EQ, you will focus better on improving your techniques to pitch better, rather than feeling demoralized. Approaching new clients with more solid sales strategy gets you the results you need – improved sales.

3 Appreciating delayed gratification

The mere thrill of being a sales pro is the instant gratification you experience after a successful pitch. But how often do you enjoy the limelight? Converting prospects to customers is not a one-day game. It requires extensive planning, strategizing, and convincing. Yet, there may be times when you utterly fail. Running behind instant gratification can have a detrimental effect on your sales funnel. Emotionally intelligent people are content with delayed gratification – that is, to focus better on the process than the reward. To be a successful sales rep, it’s good to experience delayed gratification.

Final Thoughts

Reflecting upon your EQ makes you understand how emotional dynamics help build professional relationships. More than the short-term gains, you will focus on the bigger picture – a long-lasting relationship with loyal clients. It keeps a check on your emotions and how you react in different situations, moulding you into a better sales professional and a human being.

Also Read: 5 Useful Sales Enablement Tools to Streamline Your Sales Efforts

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