Field Sales Productivity Blog

How Emotional Intelligence Helps in Improving Sales

By Shivya from Toolyt
April 3, 2021

Sales is a profession which requires confidence, passion and lot of patience. The job insistence is rapport building with total strangers, strengthen relationship and make connections. For sales person irrespective of having numerous artistic brilliant skills, still emotional intelligence is surmised as indispensable ability in sales.

Unlike any other job, even in sales you will face occupational risks and hazards. Emotional Intelligence (EI) sales person, will face hurdles like objections and rejections, and sometimes in such depressing scenario controlling emotions and responding befittingly is most important.

Emotional Intelligence goes alongside with sales, throughout the different stages of sales funnel. It is not always about your own emotions, it is also about facing the customer emotions, anger and frustration; and reciprocate humanely.

Advantages of Emotional Intelligence:

Overcoming Objections:

You have to handle customer objections tactfully and diplomatically. Address the pain point and concerns of the customer and try to convert the objections into opportunities. An emotionally Intelligent salesperson can handle this task proficiently.

Handling Rejection:

Rejection is an unavoidable path in the journey of sales. An emotionally Intelligent salesperson can handle rejections in a frolic manner without being stressed. They see the rejections at a professional level and not take them personally.

Authentic Legitimate Conversation:

Emotional Intelligence aids a salesperson with the nuances of communication with the customers. Their conversation and communication will be clear and precise, leaving no room for blunders and false promises.

At the same they are good listeners. They attentively hear to the customer’s issues and formulate the solutions in least possible time.

Building Rapport & Strengthening Relationship:

Emotionally intelligent sales persons observe the behavior and cues of the customer. They gauge the wavelength of the customer to communicate accordingly. They can easily handle the customer physiologically.

Sales Reps Are Personally Accountable:

Emotional Intelligent sales person take responsibility for the tasks they do. They take ownership of their mistakes and failures and at the same time take preventive and corrective measures. They come with practical solutions to move forward.

Emotionally Intelligent Sales Reps Can Handle Criticism Nonchalantly:

Emotionally Intelligent sales professionals are capable of handling criticism nonchalantly. They don’t get bogged down but rather reciprocate in professional manner. They never ever react in harshly for any negative remarks and recrimination. They value their customer so instead of offending them, they try to understand their point of view and appreciate their opinion. Impeded Hedonism:

Some leads in the sales funnel take too long to close. In such cases, the emotionally intelligent salesperson devotes more time and closes with a positive note.

Steven Stein and Howard Book are the authors of The EQ Edge, explain in their book that soft skills are as important to winning business as hard selling skills.

Emotional Intelligence (EQ or EI) is a term coined by researchers Peter Salavoy and John Mayer, and popularized by Dan Goleman in his 1995 book, Emotional Intelligence: Why It Can Matter More Than IQ.