Emotional Intelligence Improves Sales Performance

EmotionalIntelligence2Does your strategy for improving sales results include journaling, meditation, and reflection?

These activities help us to observe, understand, and connect with our emotions. Greater self-awareness can increase our emotional intelligence (EI), and lead to an improvement in sales.

Emotional intelligence is the ability to identify and manage our own emotions, as well as identify and influence the emotions of others. It is a concept that is becoming more and more prevalent in conversations about business, although it tends to be linked most often with leadership and teamwork.

However, emotional intelligence is equally important in a sales relationship.

Being aware of our own emotions can contribute to improved self-confidence and as any experienced salesperson will tell you, confidence is key to sales success. The ability to regulate our own emotions helps improve perceptions of our trustworthiness and integrity, incredibly important attributes for the professional salesperson. Understanding our own emotions and those of others helps us to display more empathy, helping us to ask wiser questions, suggest better solutions, and handle objections more effectively.

Emotional intelligence can be strengthened, which will yield greater professional and personal success.  In order to improve your EI you can practice:

  • Meditation or mindfulness
  • Journaling
  • Taking responsibility for your feelings and behaviours
  • Staying calm
  • Paying attention to body language and behaviours of yourself and others
  • Identify your strengths and weaknesses
  • Laughing at your own flaws
  • Thinking before you act
  • Responding rather than reacting
  • Taking time to analyze why a person acted the way they did
  • Acknowledging the feelings of others
  • Identifying what motivates others
  • The Platinum Rule rather than the Golden Rule – “Treat others the way they want to be treated.

Behaviour change is not easy, and working with emotions can be particularly challenging, especially if you are not used to it.  Start by picking a realistic goal that you can achieve.  Then create an action plan.  You may choose to start out by identifying one specific emotion, say anger, and recording in a journal when you observe that emotion. Pay attention to how changes in your EI affect your ability to sell and your sales results. Celebrate successes.  Don’t give up, you will become more emotionally intelligent and increase your sales results if you put your mind, and your heart, to it.


July 5, 2017

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