How To Sell with Emotional Intelligence

Human interactions are based upon emotions. When it comes to sales, emotions have a huge importance because salesmen need them in order to interact with, understand and influence customers.

If you have the ability to feel empathy and compassion, then you can have what it takes to really understand and assess the client’s predicament. It is the ability to walk in the customer’s shoes and know what that customer is feeling.

Emotion intelligence is what salespeople use to have genuine communication with clients and create solid relationships. EQ is known as the other type of smart. It is the ability to interact with clients, relate to them and be able to build stable relationships with them.

There is more to EQ than just being an emotional person who knows how to control his emotions. You must know when a person’s emotional state can help or go against you. You must know how to ascertain if an emotional state can make or break a good relationship. The most important thing about emotional intelligence involves awareness. You must be able to access and understand another person’s emotional state and know how to control your own emotions as well.

Nature uses emotions as a form of communication. You have to be in control of your emotions, understand what they are and how they influence people that are around you. Not only does this improve communications, but it also helps others to understand you. This improves the bond, provide more trust and makes relationships stronger.

Consider the person who is afraid to ask a client for a sale. Being afraid can turn into other physical or mental ailments such as a racing heartbeat or sweaty armpits. When a person is severely afraid, it is hard to view him as a confident and self-assured person. This type of person fails to work through his emotions and ask for the sale. Instead he doesn’t make a move, and he loses the sale.

The average person who has a high EQ level deals with customers in a more efficient manner. This is because he is in control of his emotions, and understands his client’s emotions too. When you know how the other person feels, you end up building better relationships and getting more sales. This type of person has plenty of confidence, resiliency, motivation, intuition and sociable skills. He has the ability to read and assess the emotional status of those around him.

Understand that the term emotional intelligence is not a fad that will soon be long forgotten. It is the basis of most relationships, and this is very important when it comes to sales. It is different from IQ and personality. This is because these two things are stable through the years. Emotional intelligence is never stable. It gets better every 10 years or so.

Modify your emotional intelligence rate and you will end up with more sales. A lot of professional salespeople approach everybody in the same manner. This is not an efficient way to build trust among clients.

Benefits and features selling is safe because it doesn’t involve EQ. If you can’t connect with your own emotions, you will never be able to connect with the client. However, a successful salesperson knows that many sales are based upon emotions. They know that emotional intelligence is the way to go. When it comes to making a sale, emotions will win over logic most of the time.

However, many people don’t agree with this viewpoint of emotional intelligence. They don’t feel that they have to tap into a person’s emotions just to sell products. But, emotions sell. Learn to live with this fact. Fail to understand this information, and you could be leaving a lot of money on the table.

Logical people think a lot. Emotional people take action. A logical person may need more time to think about making a purchase, but an emotional person just buys the product.

You may be one of those people who doesn’t believe that emotions are important when it comes to selling products. You think that it is too personal. This is usually because you aren’t in control of your own emotions. You don’t feel comfortable talking about emotions and how they affect others. But it’s time to change your thinking.

Selling products has nothing to do with how you feel. It is all about the customer’s feelings. Emotions make people buy more products. They control the way that we think, behave and act. These are all things that people use to purchase products. Plenty of salespeople have tapped into this, and they know what to say and do when they encounter an emotional buyer. Many times salespeople tend to allow their unchecked emotions dictate how they will act. They are too pushy. They fear that they will lose the sale.

Many times they are so afraid of losing the sale that they will discount the product just to avoid negotiating a higher price. If a potential customer doesn’t seem impressed with the product, a salesperson without emotional intelligence will retreat into comfort mode and offer a discount. This is usually what happens if the customer complains about the price.

When sales people are not prepared emotionally to handle the job, they tend to make a waste of their sales training. They can attend numerous sales training events or seminars, but they don’t use the training wisely. They don’t know how to work “in the moment.” They get emotional, and everything that they have learned during the training process is completely wasted. They know what to do, but they fail to do it.

Sometimes sales people know what they are doing, but they don’t know to explain the process to anyone else. This is very common. They want to change this behavior, but don’t take action. This means that they continue to do the same things. They have the solution, but they don’t use it.

There is no secret when it comes to losing weight. Everyone knows that they must do to lose weight. Consume fewer calories and exercise more. It is a simple plan for weight loss success. But most people fail to take action and follow the plan.

When people want to use their new skills, it is hard to do so successfully during the first few attempts. They turn negative. This is what happens when there’s a learning curve. They get frustrated. They tend to get emotional and want to quit. However, this is a symptom of having low emotional intelligence.

The best way to get over this problem is to practice and practice some more. Doing things over and over again is the best way to remember what you’ve learned. If you don’t repeat the same steps, you’ll most likely fall back into the same predicament. You must close the gap.

You have to do what you know, and do it consistently. This will produce amazing results. Knowing how to do something and actually doing it are two totally different things.

Sales are driven by high emotion. When salespeople learn the details of how this works and learn how to use emotions to their advantage, it drives up sales.

Gregg Swanson is a sales performance consultant and business coach and has authored several books and numerous articles on peak performance. Gregg specializes helping sales professionals develop mental strength for optimum sales performance.  You can pick-up your complementary report, “The Most Critical Step in Sales” by going HERE.