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Colleen Stanley joins me on the Salesman Podcast to discus how emotional intelligence will help you close more sales deals. We start the show by discussing exactly what emotional intelligence is and how it directly relates to sales.
How you show up
Colleen explains that concept of emotional intelligence becomes clear when you observe how you ‘show up’. Do you arrive at your sales meetings all flustered, late and in a bad mood? There is likely under lying issues that go deeper than the fact there was a little traffic.
“If you’re a sales person who is conically late, you need to look at the route cause that you’re self sabotaging yourself.”
We then look a number of ways you can show up in a better state by pulling your brain our of it’s flight or flight mode and focus on the job that is at hand.
Emotional self awareness
I ask Colleen if there are any practices or ways to become more self aware of our emotional intelligence and if that’s the best place to start if we want to improve it.
The biggest step towards this is to check in with yourself in the mornings rather than checking in with technology. Spending a little time understanding where your head is at is a useful tool to projecting how the day is going to go.
I also mention the MUSE headset and why meditation shouldn’t be such a dirty word within the world of sales.
Nervous questions
Emotional intelligence is a powerful when you use it to observe others too. Colleen explains how when we’re nervous we can start jabbering on or dumping facts about our product on our prospects.
“Everyone knows you have to ask questions on a sales call. However I bet if you asked the prospect they’d say that the sales person talked too much.”
Similarly you can see if the prospect is nervous (and so not a good state to buy) using the same methodology.
Being more assertive
Finally we move onto how emotional intelligence ties in with assertiveness – a key trait in all super successful salespeople.
“When you really study assertiveness, the reason we’re not being more assertive is because we’re afraid of losing something.”
We wrap up the show by dissecting why when people don’t ask for the sale or commitment they’re subconsciously trying to protect themselves from 1) being personally rejected 2) losing a deal.
Guest info:
Colleen Stanley is president of SalesLeadership Inc., a business development consulting firm specializing in sales and sales management training.
The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, emotional intelligence and hiring/selection. She is the author of ‘Emotional Intelligence For Sales Success’ and ‘Growing Great Sales Teams.’
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Show notes:
SalesLeadershipDevelopment.com
Books mentioned:
Emotional Intelligence for Sales Success: Connect with Customers and Get Results
Mojo: How to Get It, How to Keep It, How to Get It Back If You Lose It
