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Last updated on 2024年4月27日

What do you do if your emotional intelligence is affecting your negotiation skills in Outside Sales?

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In outside sales, negotiation is a critical skill that can be greatly influenced by your level of emotional intelligence (EQ). Emotional intelligence is the ability to understand and manage your own emotions, as well as recognize and influence the emotions of others. If you find that your EQ is hindering your ability to negotiate effectively, it's important to take steps to improve this skill set. This article explores practical ways to enhance your EQ to bolster your negotiation prowess in the competitive world of outside sales.

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Andres Daza

Innovación | Go To Market | Trade Marketing | Animal health | BoehringerColombia | Líder De Equipos Comerciales

1 Assess EQ

To begin improving your negotiation skills through better emotional intelligence, start with a thorough self-assessment. Identify which aspects of EQ, such as self-awareness, self-regulation, motivation, empathy, or social skills, are impacting your negotiations. Recognizing your emotional triggers and understanding how they affect your behavior during sales discussions can provide valuable insights. By pinpointing the areas that need attention, you can focus on specific strategies to develop those facets of your emotional intelligence.

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Andres Daza

Innovación | Go To Market | Trade Marketing | Animal health | BoehringerColombia | Líder De Equipos Comerciales
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La inteligencia emocional se puede evaluar a través de diversas formas, como autoevaluación, evaluación de otras personas, pruebas psicométricas y observación de comportamientos. Aquí tienes algunos métodos comunes para evaluar la inteligencia emocional: 1. **Autoevaluación:** Reflexiona sobre tus propias habilidades emocionales, 2. **Evaluación 360 grados:** Solicita retroalimentación a personas cercanas a ti, como amigos, familiares o colegas, 3. **Pruebas Psicométricas:** Realiza pruebas específicas dise?adas para medir la inteligencia emocional, 4. **Observación de Comportamientos:** Observa cómo reaccionas en situaciones emocionales 5. **Feedback Profesional:** Busca el apoyo de un coach, .

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2 Seek Feedback

Feedback from peers, mentors, or even clients can be instrumental in understanding how your emotions play out in negotiations. Constructive criticism can highlight areas where you excel or need improvement, especially regarding how you handle pressure, respond to objections, or maintain rapport. Don't shy away from asking for honest feedback after sales calls or negotiations, as this can be one of the quickest routes to personal and professional growth in outside sales.

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Andres Daza

Innovación | Go To Market | Trade Marketing | Animal health | BoehringerColombia | Líder De Equipos Comerciales
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Buscar una buena retroalimentación es fundamental para el crecimiento personal y profesional. Aquí te dejo algunos consejos para buscar y recibir retroalimentación efectiva: 1. **Sé específico:** En lugar de solicitar una retroalimentación general, 2. **Pregunta abierta:** Haz preguntas abiertas que fomenten respuestas detalladas y honestas. Evita preguntas cerradas que solo requieran respuestas simples de "sí" o "no". 3. **Busca fuentes confiables:** Busca retroalimentación de personas en quienes confíes y que estén dispuestas a ser honestas y constructivas contigo. 4. **Establece un ambiente seguro:** Crea un ambiente de confianza y respeto 5. **Escucha activamente:** Presta atención a la retroalimentación que recibes,

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Juliana Medeiros

Comercial | Farmer l Hunter l B2B | PDV | Sell In e Sell Out | Novos negócios | Intraempreendedora. ????
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Tive uma experiência profissional em uma negocia??o com um cliente onde senti dificuldade em lidar com obje??es e manter o controle da conversa. Após a chamada, pedi feedback honesto a um colega mais experiente. Ele destacou meus pontos fortes, como minha abordagem inicial, mas também apontou áreas de melhoria, como ser mais assertivo ao lidar com obje??es. Receber esse feedback foi crucial para meu crescimento profissional, permitindo-me focar em desenvolver minhas habilidades de negocia??o e aumentar minha confian?a.

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3 Practice Mindfulness

Mindfulness can greatly enhance your emotional intelligence by helping you maintain composure and presence during negotiations. This involves being fully aware of the present moment and accepting your feelings without judgment. By practicing mindfulness, you can better manage stress and prevent emotions from clouding your judgment or strategy. Regular mindfulness exercises, such as deep breathing or meditation, can train your brain to stay focused and calm, even in high-stakes sales scenarios.

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Juliana Medeiros

Comercial | Farmer l Hunter l B2B | PDV | Sell In e Sell Out | Novos negócios | Intraempreendedora. ????
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O mindfulness mudou a minha vida de uma forma MUITO positiva. Consigo sair do piloto automático, racionar de forma eficaz e obter resultados significativos através do meu foco em determinada situa??o.

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4 Improve Empathy

Empathy is a cornerstone of emotional intelligence that allows you to understand and share the feelings of others. In outside sales, empathizing with your clients can lead to more successful negotiations as it helps build trust and rapport. To improve empathy, actively listen to your clients' needs and concerns, and try to see the situation from their perspective. This will not only aid in finding common ground but also in crafting solutions that are mutually beneficial.

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Juliana Medeiros

Comercial | Farmer l Hunter l B2B | PDV | Sell In e Sell Out | Novos negócios | Intraempreendedora. ????
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Costumo sempre saber as dores do cliente para poder apresentar uma proposta de venda personalizada. Trabalhar com pessoas é uma arte, precisamos ter empatia o tempo todo.

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Ren Saguil

LinkedIn Top Sales Coaching Voice | I help B2B sales teams WIN high-value enterprise deals | MBA, Sales Strategy, Revenue Growth |
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Active listening is key in establishing empathy. Being listened to and heard is a profound experience. This is partly because it happens so rarely. People seem "larger" when they are being listened to; they have more presence. They feel safer, more secure, and they begin to trust. Exceptional listening is more than nodding and agreeing. In fact, it can sometimes mean doing the exact opposite! Listening effectively means getting ourselves out of the way, so that we hear exactly what is said, without making assumptions and interpretations about its meaning.

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5 Manage Emotions

Learning to manage your emotions is crucial for effective negotiation in outside sales. Emotions can either serve as a tool or a barrier in sales discussions; hence, mastering emotional self-regulation is key. When you feel a strong emotion arising during a negotiation, take a moment to pause and assess why you're feeling this way. Utilize techniques such as positive self-talk or strategic pauses during conversations to regain control and ensure your emotions are aiding rather than obstructing the negotiation process.

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Ren Saguil

LinkedIn Top Sales Coaching Voice | I help B2B sales teams WIN high-value enterprise deals | MBA, Sales Strategy, Revenue Growth |
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Managing emotions during negotiation is key. One strategy I employ is, visualising myself as someone looking in. Someone who is observing both myself and my client. This helps me control my emotion and focus on my clients goal and find a common ground.

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6 Build Relationships

Finally, focus on building strong relationships with clients beyond the immediate negotiation. High emotional intelligence can foster long-term partnerships that are based on trust and mutual respect. By consistently demonstrating empathy, understanding, and fairness in your negotiations, you encourage loyalty and repeat business. Remember that in outside sales, the negotiation is not just about closing a single deal but nurturing a relationship that can yield multiple opportunities over time.

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Ren Saguil

LinkedIn Top Sales Coaching Voice | I help B2B sales teams WIN high-value enterprise deals | MBA, Sales Strategy, Revenue Growth |
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Sales is about more than just providing a service or product. It's being trusted advisers. We build trust by understanding our client’s needs, expectations, and goals. Trust is the foundation of all successful sales interactions. As sales professionals, building trust with our clients is key—it encourages open dialogue and mutual respect. Our approach should be as trusted advisers. We go shopping with them, we co-buy, we curate the perfect solution. That's how we build relationships.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your emotional intelligence is affecting your negotiation skills in Outside Sales?

1

2

3

4

5

6

7

1 Assess EQ

2 Seek Feedback

3 Practice Mindfulness

4 Improve Empathy

5 Manage Emotions

6 Build Relationships

7 Here’s what else to consider

Outside Sales

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What do you do if your emotional intelligence is affecting your negotiation skills in Outside Sales?

1

2

3

4

5

6

7

1 Assess EQ

2 Seek Feedback

3 Practice Mindfulness

4 Improve Empathy

5 Manage Emotions

6 Build Relationships

7 Here’s what else to consider

Outside Sales

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