byFastDent3510-12-201710:54 AM - edited 10-12-201711:37 AM
Salespeople need emotional intelligence (EQ) skills – defined as the ability to recognize what emotion you are feeling, why you are feeling it and to manage how it affects how you choose to show up each day – in order to win and retain business. Emotional intelligence enables salespeople to consistently execute the right selling behaviors and attitudes. High EQ salespeople have the ability to choose their responses, rather than react, to the various triggers that can happen during sales calls and meetings.
For example, picture a salesperson running a meeting with a prospect that immediately starts asking, “What’s your price, what’s your price?” The pressured salesperson may default to an emotional response. Instead of executing the appropriate redirect, the salesperson blurts out a price – but without uncovering the prospect’s needs. Or worse, he delivers a bad one liner such as, “Well, are you looking for a Yugo or a Lexus?” Emotions start running the meeting rather than selling and influence skills.