January 18, 2018

One of the hallmarks of a good salesperson is they possess the natural talent to succeed in the sales profession. At Asher Strategies, we insist that every sales professional, whether inside or outside sales is their specialty, be tested on the APQ.

What the APQ shows is whether a person possesses the emotional intelligence for sales success (EQ). The EQ and attitudes required to thrive as a hunter are different from those of a farmer, so it furthermore indicates which kind of sales role a person is better suited for.

The role of emotional intelligence for sales success

People do not buy in a rational manner. Logic is used to justify a purchase after the emotional brain has committed to it. The rational mind simply serves to reassure the buyer that they made the right decision, but it is not the primary driver.

This is true even when dealing with a very analytical buyer engrossed with details and figures. You might think there is nothing going on emotionally, but beyond that stoic demeanor is a mind still interested in “ME! ME! ME!” as first priority. What this translates into: even if you offer the most logical and best choice among your competitors, you will lose the deal if you haven’t addressed the old brain.

How many times have competitors with lesser offerings won the business over you? Why do you think that is? It’s usually because they have built trust by engaging the buyer through lunches, extra offerings, onsite visits; and going beyond simply selling. If you don’t learn how to use emotional intelligence, you will find it nearly impossible to win accounts from your competitor salespeople.

How to develop your EQ for sales success

The first step is to find out both your strengths and weaknesses in relating to others. As mentioned earlier, the APQ can shed a lot of light on this subject.

Once you are aware of your own personality traits, you can work on modifying your behavior to better relate to buyers. For instance, if you tend to be effusive and are meeting with a dominant-assertive decision maker, you should force yourself to be less talkative and get to the point.

The converse is true: if you possess a blunt, fast-talking personality you should tone it down when dealing with a prospect who is thoughtful and deliberate in their speech.

The next step is to understand the factors and cognitive biases which drive decisions. These stem from the emotional brain, and when you address them, you can influence buyers.

These specific factors are covered elsewhere in our blog and also in our sales training seminars. I encourage you to learn more about them, as they will help you truly develop emotional intelligence for sales success.

To sum up, first you learn about yourself with the APQ, and then you learn about others by studying the factors which wake their emotional brains up. Contact us today to learn more.