ALL YOU NEED IS SOME EMOTIONAL INTELLIGENCE!
You may think that you are doing just fine by achieving your set sales targets, but if you answer any of the questions below in the affirmative, then it’s time for you to do the work needed to develop the skills that will take your sales career all the way to the top!
How many hours on average per week do you work? More than 40?
Do you feel your present sales career is challenging/stressful/affecting your personal life?
When faced with a ‘No’ from a prospective client after what you consider is a good sales pitch, does it affect you on a personal level?
Do you allow a rebuff to affect your future sales in a negative manner? For example, do you find yourself settling into a low-level comfort zone, not taking any risks, relying on your existing clients for business and targeting ‘easy’ prospects?
Potential for success in sales is directly proportional to emotional intelligence in sales.
- Acknowledge negative emotions as soon as you feel them
- A sense of self-awareness leads to fewer impulse pitches
- Recognise and manage ‘victim’ feelings – do not take rejection personally. How you deal with feelings of insecurity will determine your level of emotional intelligence and the success of future sales
- Be assertive, not aggressive and remain positive
- Develop good personal competence skills
- Don’t be in a hurry to close that deal. Building emotional intelligence will assist you to reap the reward of that extra effort…
- Develop proactive listening skills. Listen carefully to what your client is saying – Hearing is Passive / Listening is Active
- Handle a client’s objections more easily by empathising with your client’s needs and concerns
- Take a step back after repeated rejections, look at your sales technique with a fresh perspective, and improve it
- Make one more call!