You need to have a great product and a strong work ethic to succeed in sales. Emotional intelligence (EQ) is also necessary. Emotional intelligence (EQ) allows you to empathize with and understand your customers. This can help you close more deals. This blog post will discuss how EQ can increase your close rates. We’ll also talk about what to do if your EQ is low.

EQ Sales is a complex selling skills masterclass that teaches sellers how to use new psychology to sell large accounts. It’s often overlooked that emotional intelligence is a key success factor in sales.

Find out more about EQ sales and what it can do for your reps. A strong sense of emotional intelligence has been essential for sellers. However, the seller’s IQ is now just as important.

Close rates for sales reps who use emotional intelligence (EQ), increase by 12% We will show you how to teach emotional intelligence to your salespeople.

EQ Sales requires a variety of skills beyond what we feel. It is about understanding how emotions influence buying decisions and using that knowledge to influence buyers.

Salespeople who can sense the emotions of customers are better equipped to adapt and build trust with their customers. This leads to more closed sales.

Selling emotional intelligence is more than just sharing a list.

It’s all about helping reps understand their emotions and how they interact with customers. Then, it’s about giving them the tools to use that knowledge to close more sales.

These are four ways to teach emotional intelligence in sales.

Sellers must understand their emotions and how they affect others.

Self-awareness is key to understanding your emotions at all times, how they influence your interactions with customers, and why.

– Customers need to understand the emotions of their reps. This involves understanding the emotions that people display, how they feel, and what these emotions mean.

To build trust, sellers must be able to use emotion. Salespeople who can read the emotions of customers can build a relationship that will lead to more sales, not the opposite.

– Effective reps must be able to manage their emotions to remain effective in any situation. This requires being able to understand your emotions and how they impact your interactions with customers.

These concepts will help sellers adapt their approach to customers and build trust, which can lead to more closed deals.

What are EQ Sales in a sales environment?

EQ can be defined as the ability of one to perceive, interpret and respond to emotions. It also includes the ability to influence the emotional reactions of buyers.

The four components of EQ competencies are self-awareness and self-management, as well as social awareness and relationship management.

Self-awareness

There is no perfect person. Every person has their set strengths, weaknesses, generalizations, and blind spots.

Individuals with high self-awareness distinguish themselves from those who aren’t. They first become aware and observant of their strengths and weaknesses.

• They are conscious of their emotional makeup.
• They are conscious of their blind spots.
• They know the effect their words have on others.
• They know their weaknesses and how to overcome them.

This means that a salesman who is self-aware understands their emotions and how they affect them.

They can identify how they feel at any given moment and what messages they are sending.

This is what most people find challenging since emotions are usually experienced subconsciously. We rarely get a glimpse of our awareness that tells us, “This what I’m feeling, why it’s happening, and what we can do about it.”

High-quality salespeople know that self-awareness must be addressed within the context of their environment.

They can tell when to talk and when they should listen when it is appropriate to ask for more information and when it is time to go back to the drawing board, when to request commitment and when it is okay to let the customer think things through.

Take sales situations where you and your coworker weren’t on the same page.

Did you at the time understand your driving habits? Did you feel the same way? Did you blame the other person for your inability to move forward?

It is important to be self-aware to build a foundation for your EQ sales.

Self-management

You can work to reduce the negative emotions that may be triggered by a situation if you are aware of your own emotions.

These emotions can be experienced in sales situations.

• Uncertainty.
• Blame.
• Insecurity.
• Impatience.
• Fear.
• Judgment.
• Irrational decision-making
• Under-confidence.
• Overconfidence.
• Egotism, self-importance

These factors are just a few of the many that can cause a sales conversation to go sour and impact your overall assessment.

Self-management, also called self-regulation and self-control is important for your long-term success.

To gain control over your emotions and to rise above them, you must be aware of your feelings and gain a new perspective.

Good salespeople can recognize what their emotions are trying to tell them.

They understand why they feel this emotion and can decipher its meaning. Then, they can use their rational, more thinking brains to choose the right emotional response.

It is important to be socially aware.

This is the ability to use EQ positively and gradually with others.

Many salesmen we have worked with are obsessed with the sound of their voices. It’s as if they feel more important than the customer.

Our most fundamental human desire is to feel important. It boosts our self-esteem and makes us feel better about ourselves when we are considered significant.

Salespeople who have high levels of EQ and Social Awareness can feel valued if they can focus on the buyer’s needs. How can we do this?

Pay attention and listen intently. Listening to the problems of your customers will make them feel more connected to you because you care about them.

Find something that goes well with them. You must be sincere and not patronizing. If you find something worth commenting on you should do it because you are truly interested and not to inflame yourself.

• Ask for their opinion to make sure they feel valued.

• Pay close attention to what they are saying.

• You should say “thank you” often.

• Empathy is demonstrated by placing yourself in the shoes of others and looking at things from their point of view.

• Relationship management

Our buyer relationships are key to our future and present business opportunities. It all boils down to leadership, negotiation skills, teamwork, teamwork, and influencing abilities.

A buyer’s emotional reaction can often overcome objections.

Buyers can spot sales tactics manipulating from a mile away. Therefore, influence is subtler in that it allows buyers to steer the conversation so that it seems that they have decided to buy and not your ability to sell.

It is crucial to deal with disagreements and conflict to maintain and build a relationship.

As your relationship develops, you begin to share ideas about how to overcome worries. Together, you seek out answers.

As you emphasize future solution value rather than short-term price gaps, conflict becomes a source of solution generation and benefit creation, and it can create harder resistance to price conversations.

Teamwork is a way to achieve greater results by working together as partners.

Your company’s support team can either create or destroy a relationship with clients by providing backup or not following through on promises made.

Your leadership style, as well as the support staff and suppliers you use, has a major impact on how customers are treated.

If you have to deal with any setbacks or problems in the sales process, your leadership level can impact the future status between you and the client.

By leading through problem-solving, decision-making, and leadership, you provide real value to your client.

EQ response (high) vs. EQ response (low)

Let’s apply what we have learned. How would a salesperson who has a high EQ respond differently to one with a lower EQ?

This is an example:

Your prospect stated that he isn’t ready to make a decision yet because he needs more options and market research.

He may like your proposal but he must be certain he is making the right decision.

Low self-awareness or self-management can lead to a person questioning their past sales performance, which may allow the prospect to believe that there are other options.

People with low EQ are more likely than others to seek practical solutions. They can ask “What other steps do I need to take to grow my business?” Or ‘Is cost a concern?

This is where rational thinking might not be appropriate. The low EQ salesperson may rely upon specific logical judgments to determine how to proceed with the sale.

He might not understand the true meaning behind the prospect’s feelings, and the conversation may go in an unsuitable direction.

A salesperson with a high EQ will consider the relationship and social factors that could make the prospect feel more comfortable in this situation. A high EQ salesperson would be able:

• You can be honest with your emotions (curiosity and frustration, puzzlement, etc.).

• Find out how you can put this emotion to the best use.

• Encourage confidence in the prospect’s decision-making.

• You can maintain a healthy relationship by not forcing the subject.

• Look for solutions that will give prospects confidence in deciding to move forward.

A salesperson with a high EQ may think and say:

“How can I respond to this right now?”

“What is the best way to answer this question?”

“How could he possibly say such a thing?”

“How can I convince him to keep us in his mind, while comparing us with the competition?”

“Is there any other thing I can do to improve our solution?”

Can you see why a deliberate response is better than a quick one?

A salesman with a high EQ will consider the consequences before he or she makes a decision.

This shows that most decisions are emotional rather than logical. Therefore, we assess the prospect’s circumstances and help them make decisions without a hurry.

Indispensable

According to the old saying, “People act on emotion and rationalize with logic.”

Today’s buyers are more capable than ever to make logical choices online without the assistance of salespeople. This makes the emotional connection with decision-makers an increasingly important difference.

As buyers look for value beyond price, emotional intelligence is becoming a more important skill to develop. ‘

These talents can make you a differentiator and show your clients that they are important partners in their future operations.