How important is it that a sales professional be emotionally intelligent? How should you go about making sure that how you act or appear, can enable the best outcome for the prospect or client?
- [Ashley] My name is Ashley. … I'm a director of international business development … in New York and my question is … about building win-wins, especially as opposed … to a win-lose deal. … In other words, you win, your customer overpays and loses. … (mellow music) … - [Man] Thank you, Ashley, for this question. … I think this is a topic about win-wins … and it's a question that all of us face in sales roles. … It's the battle of revenue targets … versus relationships with our customers and accounts … along with how we work with our managers. … It's stressful, and it can really feel … like a tug of war at times. … Let me approach it this way first, … with an example I think we all can relate to. … We've all probably negotiated a price for a car, … an apartment rental, or bought some electronic device … at a store or online. … You think you got a good deal, … but you're not sure because you felt pressured … on the final price. … Then maybe a few days later on, … you realize that maybe it wasn't a good deal after all. …
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- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient