EI is the IQ for Top Salespeople – What’s Yours and How Do You Improve It
Emotional intelligence (EI or EQ) is the secret sauce in sales. Studies of top sales people have confirmed it is far more important than IQ for the sales professional. Emotion cuts through all logic and rationale and spurs the buying decision, so those who understand their own emotions and how they affect others’ can make more money. This is what is called emotional intelligence for sales success.
Let’s test yours!
- You enter the buyer’s office. The buyer types furiously at his computer for a moment, looks harried, and motions you to sit without looking at you. He finally stops typing, looks at you and says, “Okay what do you got?”
- “Thanks for your time. Let me cut to the chase. As you know, Joe Smith referred me to you because I saved him 30 percent on his stationery, and he wanted me to try to do the same for you. Interested?”
- “Well before I introduce you to our products, I’d like to know a bit more about you. How long have you been with the company?”
- You are working the booth at a trade show. An older woman in a flowery dress, wearing a large floppy hat and sandals strolls by slowly, taking it all in.
- Say, “I’ll get to the point; I think you need to watch this demonstration.”
- Say, “I love your hat! How is your conference time going so far?”
- You have been dealing with a specific buyer for several months. She has requested a lot of technical data from you, read all your white papers, and asked tons of questions. You feel you have answered every concern, and that there should be no objections left.
- “Hi Patricia. It’s been some time since I started sharing information with you and I wanted to gauge how you feel about moving forward with our Silver plan. If you recall, I estimate an ROI of 150% over the next two years. My supplier has indicated an imminent price increase, so I would like to lock you in at today’s price so there’s no surprises in the future. Can we finalize things this week?”
- “Hi Patricia. It’s been a while since we met and you asked for more information. I would LOVE to get you started on our Silver plan asap! We are having an open house next week with a barbecue and live DJ…bring the kids! We can also chat about what it’s going to take to earn your business!”
- Your buyer meets you outside her office and greets you effusively, with a huge smile. “So nice to meet you, please come on in!” Her assistant smiles at you warmly and asks if he can bring you some water or coffee. Sitting down, you notice a large picture of her family and dog hanging on the wall, and a bouquet of freshly cut flowers on the corner of her desk.
- “Your family looks lovely! Is that a Golden Retriever? I had one when I was growing up.”
- “I won’t take up too much of your time here. Did you have a chance to look at my PowerPoint?”
- You judge your buyer to have a dominant personality. Knowing this type of buyer likes to be shown the big picture right away, you begin your presentation by talking about his company’s pain points and how your service addresses those. Soon after you start, you notice he starts looking disinterested and glassy-eyed.
- Ask “Am I going too fast? Is there something you didn’t understand?”
- Ask “Am I missing the mark on something here? Is there something you feel I should know about your needs before I continue?”