How to Pair Emotional Intelligence with Your Best Sales Techniques

BY Tim Londergan
Featured image for “How to Pair Emotional Intelligence with Your Best Sales Techniques”

You’ve identified people in your social circle who are self-​centered. Also, you know people who are poor listeners. Both traits cause these individuals to take every opportunity to turn the conversation back to themselves. Insufferably, these characters exhibit low emotional intelligence. Emotional intelligence (EI) is the ability to identify and understand emotions — both your own and the emotions of others. It’s an important asset for salespeople. Well, I’ve found an article that provides a hack for building EI. More importantly, it communicates 13 phrases that, when combined with your best sales techniques, help you exploit this advantage toward greater success.

To build a long-​term, successful enterprise, when you don't close a sale, open a relationship.” — Patricia Fripp, executive speech coach and sales presentation skills trainer.

Your best sales techniques get better with EI

Understandably, sales is all about relationships. And, according to professional counselor, Angelie Karabatsos, relationships are built on open dialogue, trust and vulnerability. Therefore, people who lack self-​awareness or have poor listening skills have little command over these important building blocks. However, practicing your best sales techniques with newly developed EI skills can take your sales performance to the next level.

Leverage your sales techniques with these high EI phrases

The article of EI hacks, authored by Kathy and Ross Petros, reveals simple phrases that help you resolve problems, show an interest in how others feel, and gain deeper understanding. Notably, there are phrases that show empathy as well as how to deal with difficult people. Study this assortment of statements and pair them with your best sales techniques in your next meeting. For example:

Could you tell me more about that?”

This phrase is multi-​purpose. It helps build the celebrated rapport every seller seeks. Beneficially, you gain the insight necessary to cross-​sell or upsell with products that complement or enhance their original purchase. Further, this statement provides a platform to reveal customer objections so you can deploy your best sales techniques to finesse the situation.

I understand what you’re saying, but…”

This statement is diplomacy in action. It provides not only an opportunity to state your case, but to also offer product benefits instead of mere features. Furthermore, it presents an opening for testimonials and endorsements. As you know, people are more likely to buy from you if they see that others have had a positive experience with your offering.

How do you feel about that?”

Empathizing with the customer is easy when you know exactly how they feel. Your best sales techniques tool kit includes skills to show that you deeply understand these feelings and permit you to share a similar experience another customer had. From that point you can explain how that experience turned out positively in the end. This technique can be very effective in overcoming objections and convincing customers to buy.

I’m not sure what is wrong. Could you explain?”

This question acknowledges that there is a problem. Furthermore, it prevents you from issuing a negative reaction. It’s a plea for clarity and an invitation for the customer to share their thoughts. Once revealed, you can select the best sales technique to further the dialogue.

I’m sorry.”

Never easy but eternally important. Apologies are uncomfortable as they put us in a position of vulnerability. However, learning to give an authentic apology can do wonders for you and for the other person. Humility is common among people with high emotional intelligence, and it boosts your credibility, builds confidence and strengthens your relationships.

Do yourself a favor and pair the remaining eight phrases in the Petros' article that demonstrate higher EI to your best sales techniques. You’ll find the combination powerful. Also, emotional intelligence can help everyone build and maintain stronger and better relationships whether online or in person, at work or at home.

Photo by Pixabay from pexels​.com