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Sent: 22-09-2010 12:05:34
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A How To Book Of Self Managed Super FundsEmotional Intelligence - How to use it when sellingEmail Marketing WorkshopsSuper Gearing ArrangementsEmail Marketing Business Opportunity - Helen Bairstow
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Emotional Intelligence - How to use it when selling

Click here to buy - A How To Book of SMSF's by Tony Negline
Lester Wills

This is the condensed version of the series I have written for the ATC Digest about Emotional Intelligence. The full article will be appearing in the ATC Digest in the near future.

I have been talking about Emotional Intelligence, what it is, whether it is useful and how to improve it. In this article I will be looking at how it can be applied in a sales role, something that is particularly pertinent to financial advisors.

Mitch Anthony, the author of the book "Selling with Emotional Intelligence" argues that there is a very strong tie between emotions and business success in sales. He suggests that when buyers complain that a sales person is pushy, cold or indifferent, or when a prospect slams the door in your face, it is likely that the sales approach was not an emotionally intelligent one. Personally I would suggest that such a sales person is more concerned about their own needs rather than the needs of the prospective buyer. At the end of the day, the result is the same.

Anthony suggests that to overcome this problem the sales person should develop their mastery of the sales professional's five key emotional intelligence skills, namely:

  1. Awareness.
  2. Restraint
  3. Resilience
  4. Empathy
  5. Working with others

Anthony states that he believes top producers usually display four emotional characteristics, namely:

  1. Competitive Drive
    An obvious example of the competitive urge is resourcefulness. Top producers will make the extra phone call to close the sale.
  2. Achievementality
    Top producers do their homework and prepare to be successful.
  3. Teachability
    The most successful sales professionals have a continual desire to learn, to grow professionally and to reduce errors.
  4. Wit
    Successful people have agile minds that adjust on the fly to difficult situations or customers.

According to Anthony, these attributes play a powerful role in the success of any salesperson. Even though you may not be able to change your external circumstances, you can probably improve in at least one of these four areas. Of course, before you can change your weaknesses, you must be willing to acknowledge them, something that is easier said than done for all too many. Consequently, improving your emotional intelligence isn't necessarily an easy task, but, according to Anthony, it is well worth it. When you are able to bring all four of these elements to the table in sales situations, you will have the "critical mass" of emotional fortification you need to generate sales.

By understanding your reactions, you can then learn to sell with greater emotional intelligence. Anthony has come up with a series of guidelines to enable a salesperson to maintain their E.Q. at the high level needed for sales success:

I go into more detail in the forthcoming ATC Digest article.

Next time, on EI & Investing


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