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4 ways emotional intelligence can improve your sales

June 24, 2020

Read for 7 min

The opinions of the employees of s You are personal.

4 ways emotional intelligence can improve your sales4 ways emotional intelligence can improve your sales

You sit at your desk after a day of potential customer refusal. How can you make your next call the one that really matters? Good news: In recent years, research has found that the emotional intelligence (IE) is a key factor in business success, including sales.

In sales, EI can be defined as a seller’s ability to “feel, understand and effectively use the power of their own emotions when interacting with buyers”. In other words, it is Your ability to interact well with buyers on a more personal level.

Several researchers actually think EI is more important to success at work than IQ. Even a salesperson with an IQ of 180 won’t make a sale without leveraging the powers of empathy and intuition. And the best news from everyone? In contrast to the IQ, which can be significantly improved through learning, practicing and a little patience.

But how much do your efforts to increase IE affect your sales?

After an investigation by sales At a pharmaceutical company, employees who increased their emotional intelligence by an average of 18% later improved their overall sales by an average of 12%. Imagine what a 12% increase could mean for you now and in the future!

Research shows that EI has a strong impact on sales. So how can you use more IE in your own sales calls? It’s simple: IE can be divided into five components:

  1. motivation
  2. Self-confidence
  3. Self-regulation
  4. Social conscience
  5. Social regulation

This is how you can improve your individual emotional intelligence to increase the success of sales talks:

1. Watch your mood and its effects

Your self-confidence can really affect how a prospect perceives you. By identifying your emotions and how they affect your leads ‘responses, you have more control over your leads’ interactions and the results of those interactions.

Take a minute to think about your last call. How did you feel? What was going on in your head Have you been overwhelmed by personal or professional problems? We all have stress factors that affect our mood every day. However, if you just write down your emotional state, you can determine how (and when) your emotions affect a call.


Observe how the prospect reacts to your emotions in order to deepen your self-confidence. Were you warm and welcoming when you called last time? If so, did the potential customer react enthusiastically?

Conversely, if you felt bored, the prospect hurried to end the call? Or, if you looked fearful, did the potential customer react with fear? Frustration? Maybe confusion?

Thinking about the dynamics between your emotions and the emotions of your potential customer can raise your awareness. If you can increase your awareness, you can increase your efforts to control this important dynamic.

2. Find your rhythm

Self-regulated emotions at work mean finding a way to channel them appropriately for the job at hand. However, it’s not as easy as it sounds.

We all have bad days, boring days and days off. Creating a rhythm for your emotional life can help reduce the frequency of negative emotions that affect your sales conversations.

One way to find your rhythm is to create a daily schedule. This includes setting the same wake-up time every morning, meditating or exercising, having breakfast with the family, reading or studying, greeting strangers and compiling (writing down) a literal task list.

Consider creating your own morning routine that starts the day positively. Then split the working day with breaks or rewards when the sales goals are reached.

3. Discover what drives you

Sales expert Barry Farber emphasizes the intrinsic relationship between motivation, energy and enthusiasm. According to Farber, the energy level of a provider is directly related to his mental and physical energy, but where exactly does this energy come from?

Little caffeine or excitement spurts don’t keep you going. Knowing your personal motivations for your work can fuel this enthusiasm.

Take a moment to look at the “big picture” of your working life in order to find lasting motivation. Why do you do what you do Do you love work because you love your employees? Do you find meaning in the mission of the company you work for? Do you want to set and achieve difficult goals?

If you find out why you are doing what you are doing, you can find lasting motivation to achieve long-term goals.

4. Find your people, keep your people

Social regulation and awareness are the last keys to emotional intelligence. Social regulation can help you find your customer base by perceiving the emotions of potential customers and responding appropriately each time they interact with them. Social awareness can help you maintain your customer base by understanding how the connections you make become long-lasting relationships.

In your recent calls, think about your ability to regulate society. If the prospect was in a hurry, did you notice it?

If they refused a start, did you overcome your own feelings of rejection to understand what they felt? Social regulation is the key to connecting with potential customers by at least emotionally replacing them as much as possible.

After creating a customer base through social regulation, social awareness is key. Social awareness is an understanding of the relationships you have and how you can maintain them in the future.

Consider building a good relationship with your customers by having a continuing interest in their work or life. Ask them open questions that may lead to future calls and conversations. Spend less time talking about yourself and more time talking about them and how you can help them in the future.

An emotionally intelligent you.

Thinking about your own emotional intelligence can lead to awareness of where and how emotional dynamics affect potential relationships. Practicing EI can lead you to more than short-term productivity and expand your efforts to build lasting relationships with your customers.