What does it mean to be excellent at sales? Is it just product awareness, wowing the customer or is it competitive motivation? Researchers have shown that the answer is NONE of these. What we attribute to be success in the field of sales is NOT business acumen, a sense of high achievement in the mind of sales employee or even a sense of wowing the customer. It is, in fact EMOTIONAL INTELLIGENCE.
It is interesting that we call soft skills soft, when in fact, they are the hardest skills to develop. No one can teach you how to be emotionally intelligent. It is a process that happens through your daily life, through success and failure; through learning from harsh realities of your own experience.
So why is it that emotional intelligence is so inextricably linked with sales performance? Understanding the customer, let alone wowing them, comes only from having an understanding of human behaviour. Psychology and marketing go hand in hand. Therefore, sales and emotional intelligence, are two peas of the same pod.
Think about it, if you don’t understand your customer, how will you know what to sell them, or even whether you can sell to them or not? If your customer doesn’t fall in the same income bracket as the price of your product, if they don’t have purchasing power, if they don’t have an interest in your product, will you sell to them?
In the same way, if your customer isn’t understanding your sales pitch, isn’t opening up to you on what they need, isn’t trusting your sales pitch, then maybe you lack emotional intelligence. This is the only thing that cant be taught, but is positively related to the number of sales you will make in your career.
Think about developing your EQ, before developing your IQ, and see how your career skyrockets!
Happy calling J