Why Is Emotional Intelligence Important in Sales Training?
In today’s fast-paced technological world, businesses thrive on sales. In order to achieve high sales, it is essential to have emotional intelligence. Customers today don’t just buy products, they connect with companies and organizations.
This is why salesmen with high EQ can close more deals. People with high EQs can effectively communicate with customers and understand their requirements effectively. However, not all salespersons are born with the gift of emotional intelligence. For this purpose, organizations enroll their sales teams in training programs that can enhance their emotional intelligence skills.
Keep reading this article to learn why emotional intelligence is important in sales training.
Top 6 reasons EQ is important in sales training
Emotions play a huge role in influencing the purchasing decisions of customers. If your customers feel good about the product or services, they will happily buy them from you. Resultantly, it will foster customer loyalty and expand your client base. EQ or emotional intelligence gives salesmen an upper edge in convincing clients to make instant decisions.
With that said, let’s examine the top reasons that make EQ important in sales training.
1. Self Awareness
The most important thing for a salesperson is to be self-aware. Individuals with higher emotional intelligence are more self-aware. Many sales deals don’t get closed as salesperson often get carried away by their internal emotions. This can affect their productivity, performance, and relationships. People with higher EQ know how to manage and handle situations during the sales negotiation.
However, not everyone is good at becoming self-aware. Don’t worry; you can contact training companies to organize EQ coaching sessions for your sales team. Your employees can participate in psychometric tests, feedback analysis, and mock sessions to simulate real-life scenarios. You can book Sales Training Dubai for your team with experts to develop and improve their emotional intelligence skills.
2. Social Awareness
Besides being self-aware, it is important for a salesman to be socially aware. Social awareness means to understand the emotions of customers and those around you. People with higher emotional intelligence tend to understand the emotions of others easily. This helps salespersons understand what might be going on in the minds and hearts of customers.
However, not many individuals are born socially aware. Sales training can be handy for such individuals. You can arrange training classes for your sales team with experts to help them develop such skills. Social awareness training exercises include active listening, empathic acknowledgment, non-verbal communication, interrogations, client’s tone, and meeting atmosphere.
3. Self Management
Once you have self-awareness and social awareness, regulation and management of your emotions come next. People with higher EQ levels tend to be better at self-management. It’s human nature that when emotions and rational are in conflict, emotions win. However, this is not ideal for salespersons. Such a situation can break the best and easiest of deals.
People with lower self-management skills can always work on their shortcomings. You can book coaching sessions with professionals who can help your employees improve their self-management skills. Training can help salespersons manage their emotions by avoiding making hasty and unproductive choices. It also helps employees to keep their emotions in check when dealing with complex situations and people during sales negotiations.
4. Building Trust and Rapport
The key to achieving high sales is building trust and rapport. Customers trust salesmen who can share their expectations and needs. People with higher emotional intelligence are masters at building trust and rapport. When your employees are trusted by clients, your organization can build trust along with it. However, building trust requires skills and expertise.
Not everyone is good at building high trust. But don’t worry, you can enroll your sales team in training programs that can help them develop the necessary skills. Your employees can participate in exercises like active listening, mirroring-matching, and finding common experiences. These exercises can help you enhance your EQ and enable you to develop rapport among customers.
5. Empathic Sales Approach
It is well known in the business world that most often empathy sells and not features. Many large and innovative companies went bankrupt as they didn’t have the right sales team. They couldn’t simply understand customers’ demands, emotions and needs. Clients need assurance and support to make a purchase.
However, salespersons with a robotic approach can fail even the best of products and services. When your employees understand customer’s emotions and pain points, they can offer better solutions to clients. Training can help your employees master an empathic sales approach. Through expert guidance, your sales team can understand the importance of two-way empathy during sales closure.
6. Relationship Management
One of the top ways to enhance sales volume is to ensure healthy relations with your customers. Whether you have new customers or managing older ones, a trust-based relationship will define your business growth. Only salespersons with higher EQ can build and foster long-term customer relations. You’ve heard the term that a happy customer is a direct referral.
However, not everyone is born an expert in relationship management with clients. Don’t worry; reputable training companies can enable your employees to develop strong relations with customers. Your employees can participate in mock simulations that mimic real-life sales management scenarios with customers. You can enroll your employees in Sales Training Dubai to enhance their relationship management skills and increase sales volume.
Emotional Intelligence is essential for sales
Emotional intelligence has the ability to bring a human element into the sales negotiation process. While a sales career requires diverse skill sets, EQ is one of the most important in it. With higher emotional intelligence, your sales team can turn your business into a fortune. In addition, salespersons with higher EQ can foster long-term customer loyalty and satisfaction.
