Emotional Intelligence and Deal Conversion Rate

In the world of sales, the ability to connect with prospects on an emotional level can make all the difference. This video session delves deep into emotional intelligence (EI) from a psychological perspective, offering valuable insights for both beginners and seasoned sales professionals. Discover how to harness the power of EI to increase your sales success and foster meaningful client relationships.

The Essence of Emotional Intelligence in Sales

Emotional intelligence in selling is more than just a buzzword; it's the art of not only accepting but also embracing the full spectrum of emotions that arise during the sales process. The key is to leverage these emotions to benefit all parties involved. In this session, you'll learn how to navigate the complex landscape of human emotions and use them as stepping stones to sales success.

"Making Contact: Uses of Language and Psychotherapy"

For those eager to delve even deeper into the world of emotional intelligence, this recommended book, "Making Contact: Uses of Language and Psychotherapy," offers invaluable insights. Be prepared, as this resource takes you to the deep end of the emotional intelligence pool, forever altering your approach to sales.

Practical Steps to Boost Your Emotional Intelligence in Sales

Ready to enhance your emotional intelligence and convert more deals? Here are some actionable tips to immediately elevate your sales game:

1. Anticipate Your Prospect's Needs

Never underestimate the importance of anticipating your prospect's needs. Put yourself in their shoes and consider what concerns, fears, or questions might be running through their minds. By doing so, you can tailor your approach to address their unique emotional state, creating a more empathetic and effective sales process.

2. Synchronize with Modern Buyers

Today's buyers want a multi-sensory experience. They desire both visual and auditory engagement. In a world of screens and scrolling, ensure your sales approach incorporates elements that cater to this need. By doing so, you can alleviate potential buyer anxiety and keep them engaged throughout the sales journey.

3. Notice and Match the Prospect's Pace

Pay close attention to the pace your prospect sets during your interactions. Listen to the tension or urgency in their voice, and adjust your approach accordingly. If they're feeling stressed, reassure them of your efficiency in helping them. Conversely, if they're more relaxed, don't overwhelm them with excessive enthusiasm.

4. Skillful Handling of Sensitive Topics

Don't shy away from addressing sensitive topics such as budget. If you're hesitant, start by seeking permission to discuss them. By asking if it's appropriate to broach certain subjects, you create a safe space for open dialogue and respect your prospect's boundaries.

5. Gauge Openness to Discussion

Each new topic in a sales conversation can have varying degrees of openness from your prospect. Some subjects may be easily navigable, while others might be guarded. Learn to gauge how receptive your prospect is to discussing specific topics. Use indirect questions to ease into more sensitive areas, ensuring you maintain their comfort and trust throughout.

6. Build a Friend-Like Relationship

Top salespeople often treat their prospects like friends from the outset. By bringing authenticity and relatability into your interactions, you create a more genuine connection. This doesn't mean you should abandon professionalism; instead, blend professionalism with a friendly, authentic demeanor.

Advanced Technique: Sensing Prospect's Emotions

As you gain experience in your sales career and establish a strong connection with your prospects, you may develop a heightened ability to sense their emotions. Pay attention to physical cues like tension in your body, twitching hands, or shortness of breath during conversations. These signals can serve as a valuable indicator of your prospect's emotional state. Leverage this awareness to navigate and guide their emotions, using tension as a launchpad for meaningful change.

Remember, emotional intelligence in sales is about accepting and embracing every emotion in the human experience. Don't shy away from these emotions; instead, use them to your advantage and the benefit of your prospects.

Ready to dive deeper into the world of emotional intelligence in sales? Watch this session to gain valuable insights and take your sales game to new heights.

Here are some other references about Emotional Intelligence in Sales.

• Making Contact: Uses of Language and Psychotherapy (Amazon)
• Mastering Emotional Intelligence in Sales (LinkedIn Learning)
• The Power of Emotional Intelligence in Sales (Harvard Business Review)

You can also benefit from some hacks to control your stress before sales calls.