Why you should be concerned about the EQ of your sales team?

Talent | 6 minutes to read

22nd Nov, 2017

How many times have you come across people who might not be academically talented but possess immense ability to socialize and network?  Mark Zuckerberg, Bill Gates, Steve Jobs, the list is diverse and seems to be endless with people who epitomize intelligence that’s beyond just IQ.

So, what kind of intelligence is this that has helped them to get on in their lives so strongly? We are talking about emotional intelligence here. Yes, it is indeed the EQ (emotional quotient) that has set them apart from rest of the pack.

Talking about the same in the context of sales and the role that salespeople play on a day-to-day basis, we can well understand the part that emotional intelligence has to play.

Intelligent sales people people understand that buying is an emotional experience as buyers tend to get hijacked by emotions consciously or sub-consciously.

As a salesperson, it is important to accurately understand, regulate and manage the emotions of your buyers’ to make that final sell.

It is important to understand that buyer’s reliance on emotions is partly conscious while majorly it is subconscious. When the engagement is such that it caters to not just the conscious mind of the customer but tactfully addresses the queries, re-affirms the beliefs and nurtures the aspirations of the subconscious – it becomes an act of an emotionally intelligent sales professional.

Such a professional can utilize emotional information to adapt as per the selling situation, resolve customer problems while increasing the overall lead conversion rates. Illustrated below are some best practices that can help you drive sales success:

Having a sales team that knows emotional management – not just the customers’ but even their own as well, a team which is proficient is analyzing prospects better by relating with their emotions – such team is what every sales leader aspires for.

The most important point to consider here is that – EQ is an aspect which can be nurtured through directed efforts.

Therefore, trainings around consultative selling, and emotional intelligence should become a mandate in the field of sales, which has thrived on human touch even till now.

Being mindful and observant are two characteristics which provides the necessary impetus for EQ and once you’ve tapped that – making successful sales would just be a matter of experience.

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