5 Skills for Building Stronger Client Relationships — Part #2

Selling with Emotional Intelligence

“Know thyself” is good advice for everyone, including sales professionals. “Emotional intelligence” is smart business.

“Plenty of sales professionals are terrific at building rapport until that rapport is threatened.”

Credit to Author

Applying E.Q. to Selling

By understanding your reactions, you can learn to sell with greater emotional intelligence. To keep your E.Q. at the high level you need for sales success, follow these guidelines:

• Monitor the signals your body is sending you, so you sense when your emotions are starting to call the shots.
• Take responsibility for your own emotions. Don’t make others, or their behavior, responsible for how you feel or react.
• Let go of expectations that tend to result in disappointment or frustration.
• Understanding that “venting” and communicating a negative attitude or emotion dashing off an angry email, for example often create situations that you no longer control. This is called the “viral spiral of emotion.”
• Before you blow your stack, consider the cost (including to your reputation).