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A Program In Selling with Emotional Intelligence

Salespeople often face unique interpersonal challenges (interacting with others) and intrapersonal challenges (inside themselves). Successful salespeople have a great emotional intelligence foundation. They also understand that people buy emotionally and defend it logically. Sales skills training is good, it is important skills that need to be executed daily. Yet sales skills in the hands of a salesperson with a low developed emotional intelligence can be problematic inside and outside of your company.

Overview

Salespeople often face unique interpersonal challenges (interacting with others) and intrapersonal challenges (inside themselves). Successful salespeople have a great emotional intelligence foundation. They also understand that people buy emotionally and defend it logically. Sales skills training is good, it is important skills that need to be executed daily. Yet sales skills in the hands of a salesperson with a low developed emotional intelligence can be problematic inside and outside of your company. Joshua Freedman said, “Emotional intelligence is at the core of relationships, and a sales maxim is that “relationships are everything.” Emotions impact the way we think, learn, teach, lead, collaborate and problem solve. Emotional intelligence involves a set of skills that help us perceive, understand and manage emotions, both within ourselves and in others. You can apply these skills to improve your self-awareness, resilience, influence, and relationships within and outside of the workplace. Salespeople with higher developed emotional intelligence will be 85% more productive than their peers with low developed emotional intelligence because technical sales skill alone does not develop motivation. It is a highly developed emotional intelligence that develops motivation and ensures that salespeople will WANT to go into the marketplace daily. Salespeople with a higher developed emotional intelligence has more accounts, has higher sales, has better customer service and better customer retention.

Objectives Of The Program

This workshop will provide you with insight into how important it is that you demonstrate emotionally intelligent sales behaviour. This workshop is designed to help you apply the skills of emotional intelligence and in doing so, improve your impact, influence, resilience and sales productivity. You will also get insight into how well you currently demonstrate emotionally intelligent workplace behaviour. You will get practical tips on how to obtain additional feedback from others on your emotional intelligence and how to effectively respond to it. You will have insight into feeling less stressed and better equipped to positively influence the decisions, behaviour and performance of those you work with. Today, ideas get an audience immediately and emotionally intelligent salespeople tend to be thinkers and thinkers have ideas. Industry is at the feet of thinkers begging for ideas. Stagnant minds are the greatest obstacles to progress. The big prizes are for those who dare to think hard, to think often, to think creatively and think differently about things. This is where the sales kings are, it is the power of indulgent influence. Daring people can’t afford not to think. Daring to do something is the backbone of a company and its people.

Highlights

You will learn about:

✓ Sales Self Awareness. Sales Self-Awareness is about being aware of the sales behaviour you demonstrate, your sales strengths and sales limitations, and the impact you have on others and customers.

✓ Sales Awareness of Others. Sales Awareness of others is about noticing and acknowledging others, ensuring others feel valued and adjusting your sales style to best fit with others. It will improve you needs analysis and listening skills. It will teach you how people buy and decide.

✓ Sales Self-Management. Sales Self-Management is about managing one’s own mood and emotions; time and behaviour; and continuously improving oneself. Learn to manage yourself within time and do the most productive thing every moment of the day.

✓ Sales Authenticity. Sales Authenticity is about openly and effectively expressing yourself and honouring commitments and encouraging this behaviour in others. It will improve your sales presentation and demonstration tactics and closing the deal.

✓ Sales Emotional Reasoning. Sales Emotional reasoning is the skill of using emotional information (from yourself and others) and combining it with other facts and information when decision-making, problem solving, promoting, recognising and supporting your efforts to get ahead in the sales game.

✓ Sales Positive Influence. Positive influence is about positively influencing the way others feel through problem solving, providing feedback and recognising and supporting others’ work.

What's involved?

A one day facilitated workshop including:

➢ An emotionally intelligent assessment completed as prework.

➢ Inspirational content.

➢ Participative methods.

➢ Experiential scenarios. ➢ Role-play based applications.

➢ Post-program action learning project.

➢ Optional post program coaching.