How To Develop Your Emotional Intelligence In The Sale …
Expressing emotions in the sale is a great way to increase sales and emotional quotient (EQ) provided they are attentive to the feelings of his client. Do not try to share his emotions, not knowing what your partner feels, is to choose a monologue rather than communication. How to develop emotional intelligence of your business?
Expressing emotions in the sale, how to say what we think and what we feel to our client (see handout: “Speaking truth to better sell …” ) is only useful if we ask our client what we have said and / or to feel … At the time of initial contact when the commercial announces bluntly and frankly his desire to buy its products or services, it must ask the customer’s view, even its emotion. It is this view that is born of communication and that emotion, the relationship “emotional” factor in the sales interview.
The seller who tries to convince at all costs, to impose its ideas and arguments have no customer focus, I think, not understood the fabulous art of Sale. The action to “convince” is in my opinion, the combination of two words. The first corresponds to the image that some vendors have the customer … The second, to report very strong warrior that these vendors use to achieve their goals!
The role of trade which goes to meet its customers is to envy! All truth is safe to say (unlike some saying) if you know how to express it (not as a universal truth but as its own truth) and especially want to know how our customer perceives it (rather than trying to impose). To express emotions with conviction, I advocated during my training, the following expressions: I feel … I want to tell you (or do) … I need you to … I feel that …, I suspect that …, I have the feeling that…
I always ask my participants to express their feeling by insisting that they must first feel that feeling before you express it. The expertise is nothing without know be this requires a real learning!
The sale is an exchange, a communication between two people who each have goals and emotions. The buyer in fact also the objectives, criteria for purchasing and emotions that you must know. A study in the industrial states that purchasing decisions are made at 71% on subjective criteria (emotional) and 29% only on objective criteria (rational). It is therefore important, beyond the facts to understand what the motivations of our client are. The only one who has the answer to our sales target is our partner. Indeed, only the client knows the real reason for its purchase and knows what he wants to hear. Always remember that the man with whom you are discussing is better informed than you, he just wanted less!
Now, what do you do when you want to share an opinion to a third party? What do you want or need when you express an emotion to your spouse (s)? Its opinion, his views, what he or she thinks? Examples of privacy abound: “I found this film great, and you? “” I’m happy! “” I am upset … “” I love you! (You too?) “…
In sales, get the “feeling” with his client, after each point, each event is not only its opinion in his head, too, know what he feels in his “heart” when you have succeeded in expressing a strong emotion (which you asked for effort!).
There are indeed two “registers” the intellect and the emotional, cognitive thinking and emotional intelligence. These two very different parts of the brain are interconnected to the extent to which an interaction between emotion and thought. Without emotions, feelings or affect, the mind would operate as a single computer. Recent work on emotional intelligence, both in neurology in psychology, demonstrate the importance of Emotional Quotient (EQ) from the Intelligence Quotient (IQ) . The QE explain differences in performance between the commercial. If the IQ in an individual is stabilized by the end of adolescence, the ANC, meanwhile, can grow at any age, provided to work on his ability to express emotions and read those of others. More and more large companies are aware of the issue in terms of productivity and therefore profitability; rely on training to increase capacity of their emotional sales teams. To make the most of her emotional resources and address the emotional reactions of clients, my training courses are based primarily on role-playing to regain behavioral constants. These simple and practical tools of listening and speaking are effective immediately in everyday relationships, whether professional or personal. It is truly, their implementations in real situations during the recess, allowing my participants to progress.
Also, to develop your emotional skills, and only practice can help, here are two sets of questions to determine the “feel” of your client:
- To know what he thinks (to ask about and after each one idea): “What do you think? “” Your opinion this? “” What do you think of this idea? “A gesture, a quizzical look, a silence,
- To find out what he feels and feels (to ask when you have the feeling of having made an effort to express an emotion): “It does what you want me to say this? “” How do you feel? “” How do you feel?”…
Expressing emotions and remember to get the “feeling” in his client is a real area for improvement to develop their emotional intelligence and successful sales. In the emotional life, we deliver our feelings more easily (with our spouse, brother, sister, friend … our loved ones) and are attentive to their emotions. Be with our customers that we are with our friends, sincere and attentive!
