When a buyer is voicing an objection, but you sense it's not the real issue, how can you press them to be more honest without compromising rapport and professionalism?
- [Robin] Hi, I'm Robin. I'm a blend of sales professional, master facilitator, and executive coach. I live in Tennessee, but I'm wherever my clients want me to be, and here's my question. How important is it that a sales professional be emotionally intelligent? How should we go about making sure that how we show up enables the best outcome for the prospect or client? I think there's a lot of work to be done in this area.
(smooth music) - [Narrator] Robin. I'm so glad someone asked me a question about emotional intelligence, because I think it goes to what separates the best sales professionals from all the rest. I really mean that. We're all trained on various methodologies, have to be experts on our product or service, learn about prospecting, sales discovery, and hailing objections. And then we spent hours practicing how to close a sale. Yet I think studying, learning, and enhancing our EQ should be a foundational piece to our training. And more time needs to be focused on it.
You know this and I know this, but the nature of our job is that we meet many people over the course of our career. The best salespeople are the ones who listen, assess situations, and understand what others are thinking and what they need. They're able to express themselves in honest and authentic ways. These are qualities critical to our success, and for building our reputations both as salespeople and as individuals. Years ago I read Daniel Goleman's book on emotional intelligence, and I think that should be required reading, along with Travis Bradbury's Emotional Intelligence 2.0.
I've taken courses at the LinkedIn Learning Library on EQ, and I'd recommend to those of you listening to take them, too. It's an excellent investment of your time, and will pay you in dividends. In the books and courses, they all talk about the components of EQ, that includes self-awareness, empathy, leadership, social skills, motivation, self-management, the ability to express emotions, and I think it also includes authenticity, care, listening carefully, and compassion, and I could just go on. I've been diligent through the years at improving and enhancing my skills, and I think I'm a pretty good salesperson.
I'm confident in my abilities, but I've become a better one, and definitely a better manager because I've worked really hard in improving my emotional intelligence. You get the feeling I agree with you, Robin? You're darn right, I do. Thanks again for asking this question. (smooth music)
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- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient