Emotional Intelligence: The Key to Selling
By Rachel Powers
Buyers rarely purchase purely because the product you are selling is what they need. It is about the connection that you make with them and the trust you build during your sales conversations.
This is why having a high EQ is critical to the role of a salesperson. Oxford dictionary’s definition of emotional intelligence is the ability to understand your emotions and those of other people and to behave appropriately in different situations. A buyer wants to feel that you understand what they are going through; their pain points, and that they can rely on you to help them address it.
You know you have had a successful interaction when:
- The conversation stays positive.
- You are practicing active listening with the prospect.
- You’re able to show empathy for their current situation.
- You set expectations for how you and the solution you are selling can help them with their problem.
- You understand their desired outcomes if they were to move forward with buying.