Benefits of Emotional Intelligence in Sales

by Monika Rizovska

Want your business to succeed? Start practicing Emotional Intelligence

Emotional intelligence is an essential skill in every career, and people working in the sales department need it even more than others.

  • Emotional intelligence is the ability to pay attention, monitor your emotions, influence, and understand other people’s feelings.
  • Those who have high emotional intelligence do not allow their emotions to dictate their decisions or actions; instead, they recognize when it is time to manage the potentially evolving feelings.
  • Working on emotional intelligence skills can have a positive impact on your career, your private life, and your overall health.

There are many things that are mandatory for a specific person to be an appropriate salesperson. Confidence, motivation, passion, and drive are all necessary, and the most crucial skill is the emotional intelligence.

What Does Emotional Intelligence Mean?

Emotional Intelligence is the skill to feel and manage emotions. The value of emotional intelligence in the workplace increases as people become more educated about stress management in the workplace and about the creation of an environment that marks mental health at work. Emotional Intelligence is a crucial factor in cultivating a healthy workplace. The five critical elements of emotional intelligence are:

  • Self-awareness
  • Self-regulation
  • Motivation
  • Empathy
  • Social skills

Emotional Intelligence Influence

Emotional Intelligence is a significant asset for every salesperson as it involves reading other people’s feelings and having a better understanding of sales.

Managing Feedback

Emotional Intelligence is a real deal when handling feedback. Each potential client has different needs and concerns in the first stages of the funnel. Empathizing with customers and their needs, and being aware of their unique requirements makes the process easier. Every rejection is an opportunity, and if it is handled well with a newly presented opportunity, it might provide even more significant sales results. 

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Managing Rejections

Every salesperson sees ‘no’ as an opportunity to do more or offer something better in the future and more valuable for the client. Seeing the rejections involves having a great understanding of emotional intelligence, and it is essential not to see the rejection personally but as a request for a future better proposal.

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Building Rapport

In business, every sales approach requests a different type of procedure. When the salesperson has excellent emotional intelligence, this is way easier. The method differs based on seeing how the other person likes to be treated. Sometimes a client would prefer to be addressed by title or informally by name. It is essential to see how the lead wants to be called so the salesperson could adapt and pitch accordingly.  

Delayed Gratification

Every salesperson is into closing a deal, but what differs a right salesperson from others is that they always prefer delayed gratification instead of instant gratification.

People with High EQ are also Great Managers

Having emotional intelligence and working in sales means having a mentally and emotionally stable personality. The sales industry is an adrenaline-driven profession, and sometimes if the team feels like celebrating, the manager needs to be aware and raise the spirit of the group.

An emotionally intelligent manager will always see the need when someone needs and wants to talk and balance the positivity and team spirit, which boosts the sales team’s results. The natural ability to read emotions helps the manager to indulge in a closer relationship and creates a better working space for everyone.

For example, if Jack has strengths in conflict management, he would be skilled in giving people unpleasant feedback. And if he were more inclined to influence, he would want to provide difficult feedback to lead his direct reports and help the results grow. For example, Jack has a colleague who is overwhelmed. Rather than smoothing the interaction, with emotional intelligence balance of EI skills, he could bring up the issue to his colleague drawing on emotional self-control to keep her reactivity at bay while telling the colleague what, individually, does not work in the way he wants—discussing issues to the surface tackle he core of conflict management. Jack can also draw on influence strategy to explain to his colleague that he wants to see the colleague succeed and that if he monitored how his style improves everyone around, he will understand better how he could help them.

Similarly, if Jack has developed his managerial competence, he would be more successful at managing change. A manager with this strength can communicate a vision and mission that resonates emotionally with themselves and their teams, an essential ingredient in strategic management. Emotional Intelligence urges change and includes visionary leadership.

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Ways to Increase Emotional Intelligence (EI)

EI is an essential skill that gets improved with time and with focused development on self-perception and self-awareness. It is a conscious choice of understanding and reading people needs, and there are several tips and tricks on how you can increase your emotional Intelligence:

  • Answer without reaction. It is widespread to feel anger and outbursts during conflict situations. People with higher emotional Intelligence can remain calm in the most stressful situations and do not make impulsive decisions. Emotional Intelligence helps in managing conflict and stressful situations.
  • Listen before acting. Listening is way more important than hearing. Managers with high emotional Intelligence first listen actively and carefully notice body language. They have a better understanding of what is being told before they act and see the nonverbal signs during the communication. This prevents misunderstandings, shows respect for the person talking, and allows the listener to respond appropriately.
  • Stay approachable and open. Be positive. Compliment your colleagues and clients. Radiate positive energy around you. Practice mindful management.

How to See if You Have Improved in Emotional Intelligence? 

There is a 360-degree assessment, which collects both a self-rating and views of others who know you well. The external feedback is particularly helpful for evaluating all areas of emotional Intelligence, including self-perception and self-awareness, which helps you see how well self-aware you are. You will see where your strengths and weaknesses lie by asking those who work with you to provide you with feedback. The more answers you get from the input, the more precise picture you will get. The more significant the gap between a person’s self-rating and how other people see them indicates how the EI status is. 

Our actions define our life, and they are mostly based on our perceptions and view of things. It makes every business excellent to hire professionals and managers that are pleasant to work with, especially in sales. Being able to influence our actions and understand our clients’ emotions is one of our key strengths. In Cosmic Development, we have 90 percent of the clients coming from referrals, and 90 percent of the clients choose to continue working with us again, thanks to this approach and communication.

Success is defined by continuous improvement, devotion, and communication with your clients.

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