Sales and Emotional Intelligence Training for Sales Managers, Sales Professionals and Entrepreneurs
Research on Emotional Intelligence has shown that there is a strong relationship between this ability and sales performance1. Daniel Goleman later publicized the concept from 1995 with his book of the same name. If you think about it, this makes a lot of sense. Do you work better when you are happy or unhappy? Furthermore, emotional intelligence increases our ability to empathize. This, in turn, helps us better understand and sell to our prospects. Zig Ziglar once said: “Selling is essentially a transfer of feelings!” Today you will learn three ways you can improve your emotional intelligence, which in turn will improve your sales performance.
Emotional Intelligence Tip #1: Put your health first Your emotions will be strongly influenced by the three pillars of health. This includes exercise2, sleep3 and nutrition4. What’s that? Don’t have time for that? that my friend is exactly Why you need to prioritize your health! Think about it: Have you ever set out to do sales… Only you didn’t? Or, how enthusiastic are you when trying to work after a long night? Your emotional and physical energy levels will directly influence your sales. When your body is deprived of these factors, it simply cannot work at its best. I will keep my advice simple but scientific. Here are three ways you can improve your physical health:
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Walk (or jog) in the fresh air for 30 minutes a day. You will benefit from physical activity, and the sunlight will also improve your mood.5.
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Sleep for 8 hours a day. The reality is that what you do outside of work affects how you perform at work! Because this tip is easier said than done, I recommend you check out the Sleep Smarter book for great tips on how to improve your sleep.
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Cut back on sugar and eat more low GI foods. High GI foods have been correlated with depression and fatigue6. Thus, you can guard against the common negative emotions that naturally arise with sales.
Emotional Intelligence Tip #2: Practice Meditation Every Day Emotional intelligence begins with understanding what you are feeling. By practicing mindfulness on a regular basis, you will more easily identify your emotions. As a result, you’ll be better positioned to handle those feelings. When you practice mindfulness, listen to your inner monologue. Are there negative thoughts or limiting beliefs? challenge them! Ask yourself questions like “Is there any truth to that?” or “Where did that come from?” If you replace negativity with positivity, you can improve your emotional state and your sales performance. By the way, sitting still for more than 3 minutes will probably feel a bit uncomfortable. Today, our minds are constantly being stimulated. For this reason, I highly recommend using an app like Calm or Headspace so you can learn the basics. After a week or two of using the program, I recommend practicing mindfulness for 10 minutes a day. Your stress levels are likely to drop7 and unlock your potential to sell more.
Emotional Intelligence Tip #3: Empathize through active listening
Empathy is the foundation of emotional intelligence for others. By practicing it, you will understand other people better. With this, you’ll be better equipped to understand what your prospects are going through and sell more effectively. To increase empathy, I recommend that you become an expert in active listening. These are the three key components of active listening:
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Recognition: Maintain eye contact. You can make subtle sound cues like “hmm” or “uh huh” to help your prospect know you’re listening. Nod your head and use other nonverbal body language.
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Reflection: Let your prospect know that you understand. You can start your sentences with “So, what you’re saying is…” or “Just so you understand…”
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Follow Up – Ask related questions to better understand what the prospect is saying. Doing so will show that you are genuinely interested in what they are saying.
Conclusion
Emotional intelligence is essential for successful sales professionals. The action steps above are simple, but often overlooked. I would like to encourage you to put your health first, practice mindfulness, and empathize more. Doing so will increase your emotional intelligence and subsequent sales performance. Due to the many tips provided, choose only one habit to put into practice immediately. You will be happy you did!
References
1 Elizabeth J Rojell Ph.D., Charles E. Pettijohn DBA & R. Stephen Parker DBA (2014) Emotional intelligence and dispositional affect as predictors of sales performance, Journal of Marketing Theory and Practice, 14:2, 113-124
2Edwards, Megan; Rhodes, Ryan; Loprinzi, Paul (2017) A randomized control intervention investigating the effects of acute exercise on emotion regulation, American Journal of Health Behavior, Volume 41, Issue 5, September 2017, pp. 534-543(10)
3 Deliens, G., Gilson, M. & Peigneux, P. Exp Brain Res (2014) 232: 1403. Sleep and emotion processing
4 White, D. (2016). Improve your emotional health through healthier eating. Center of Psychology.
5 An M, Colarelli SM, O’Brien K, Boyajian ME (2016) Why we need more nature at work: Effects of natural elements and sunlight on employees’ mental health and work attitudes. PLoS ONE 11(5): e0155614.
6 Breymeyer KL, Lampe JW, McGregor BA, Neuhouser ML. Subjective mood and energy levels of healthy weight and healthy overweight/obese adults on experimental high and low glycemic load diets. Appetite. 2016;107:253-259.
7 Jenny Gu; Clara Strauss; Rod link; Kate Cavanagh (2014) How do mindfulness-based cognitive therapy and mindfulness-based stress reduction improve mental health and well-being? A systematic review and meta-analysis of mediation studies, Clinical Psychology Review, Volume 37, April 2015, pages 1-12