Emotional Intelligence is one of the soft skills most valued by the market and also one of the most difficult to develop.
This is because she combines experience , adaptability , self -control , empathy …
In addition, it requires the transformation of all these skills into actions to overcome the challenges of everyday life.
As it is a skill directly linked to interpersonal relationships , emotional intelligence is much explored by good salespeople or by professionals in management and team leadership positions.
Do you want to understand the benefits gained from this emotional capacity and how to put into practice the development and use of emotional intelligence?
Then continue reading this full post on the topic!
What is emotional intelligence?
We can understand as emotional intelligence the ability to recognize , understand and deal with our own emotions and impulses, as well as doing the same with the feelings of others.
The term “emotional intelligence” became popular with the work of writer, psychologist and Harvard University PhD, Daniel Goleman.
In 1995 Goleman released a book that took the name of the skill as a title and addressed how we have two sides, the emotional and the rational.
The author also argued that awareness of our emotions gives us greater control and better development of intelligence.
What is emotional intelligence in sales?
As we mentioned, emotional intelligence can be applied by sales professionals because it is a skill associated with building and maintaining relationships between people.
But not only for this characteristic is emotional intelligence applicable to sales: it is also connected to situation management , arguing for sales objections, and closing deals .
What are the benefits of developing emotional intelligence in sales?
Going back to Goleman's studies, emotional intelligence is established by achieving 5 pillars of benefits .
The first related point is emotional self-knowledge.
This means that in order to develop emotional intelligence, we need to recognize our abilities, frustrations, triggers, reactions, strengths and weaknesses.
Only from the knowledge of one's own emotions is it possible to move on to the other pillars of development.
Once you've identified and acknowledged your feelings and emotions, it's time to deal with them.
Having emotional control does not mean blocking or repressing what we feel, but knowing our limits, anticipating reactions and adapting them to what each situation needs.
Emotional intelligence is used to understand and deal with positive emotions as well.
With it we also identify what motivates and satisfies us.
Thus, self -motivation helps in achieving goals, for example, whether professional or personal.
Recognition of emotions in other people
After identifying and knowing how to deal with our own emotions and motivations, emotional intelligence teaches us to do the same with others.
Here, skills such as empathy , connection and respect for the limits and reactions of others come into play.
With this kind of knowledge, reducing conflicts and improving coexistence is much easier.
And, in the case of sales, this point helps us to understand the needs, difficulties, doubts and point of view of the potential customer.
And all these points and benefits impact the last pillar of emotional intelligence: interpersonal relationships .
In the sales sector, this pillar is connected with interaction and building healthy relationships with teams and customers, directly impacting your results.
How to develop emotional intelligence in sales teams
To improve this aspect of emotional intelligence there is not just one way or formula.
One of the ways, especially for those who want to improve their sales skills, is described in the book “ Emotional Intelligence in Sales ” by author Jeb Blount.
In it, Blount describes four levels of intelligence that impact business.
Innate Intelligence (IQ)
Innate Intelligence is the first one and it is related to our IQ, to the level of intelligence that we have at birth and that is not the kind of intelligence that can be developed over time and with our experiences.
The author explains how people with higher IQs tend to be less empathetic and that for this reason, all of us, regardless of Innate Intelligence level, should be concerned about developing the other types of intelligence that will be covered next.
Acquired Intelligence (AI)
Acquired Intelligence , as the name makes clear, is the intelligence that we accumulate over time, with the experiences we live and with the learning we extract from each of them.
This type of intelligence can and should also be boosted with courses, training, feedback, readings, mentoring, etc.
Technological Intelligence (IT)
The third type of intelligence is Technological.
It is related to the intimacy we have with advances in technology and the tools available within this context.
In the case of salespeople, for example, this intelligence may be related to the technical knowledge of the CRM used, with automation solutions and with the digitization of processes.
Emotional Intelligence (EI)
And, last but not least, is the intelligence that we talk about throughout this content: Emotional Intelligence , which enhances salespeople's performance.
Therefore, if you work in this sector, it is essential to develop this ability in you and your type.
6 emotional intelligence sales tips to achieve high performance
Do you want to start right now to develop and strengthen this type of intelligence that is so important for interpersonal relationships?
Then check out the tips we prepared:
We already commented at the beginning of this post: self- knowledge is the first step.
Know your strengths to encourage them and your weaknesses, not to minimize them, but to know how to deal with them.
Observe your behaviors, feelings and reactions to each type of situation.
For salespeople, it is also very important to know how to identify their stress factors, so that they know how to maintain balance and not overload.
Learn to deal with your emotions
With the achievement and maintenance of self-knowledge - because this is an ongoing process in life - you will also know how to deal with each feeling.
Whenever you react in a way that you don't think is appropriate, take the time to think about it and try to identify what could have been done to change things.
This is valuable learning that only you can provide.
Know your customers
Really pay attention to what your customers say—with your voice and with your body.
Identify different profiles and study how to deal with each of them.
That way, you'll know which ones and how to offer the right solutions for each person.
always be empathetic
Practice empathy by putting yourself in someone else's shoes, whether that person is a customer or a teammate.
This will help in understanding different points of view, resolving conflicts and building healthy relationships.
Also work on your communication: be patient when listening, open to dialogue and prioritize clear and objective communication.
Seek to motivate yourself
Understand what your motivations are and hold on to them!
They are the ones that are truly related to what you care about and are what will make you move.
Always know more
The development of emotional intelligence is constant and you should always be aware of it.
In addition to always working on your self-knowledge, count on the perception of those around you, as feedback and criticism also make us evolve, as well as showing us points that we do not always perceive alone.
Start observing and thinking critically about your own behavior, about how you react to adversity and negative emotions.
Express yourself clearly and always think about the other person's point of view, to develop your best version of Emotional Intelligence .
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