At each IES Women in Sales monthly program, notes from the facilitated discussions are recorded and posted on the IES web site. The topic of the July 2016 IES Women in Sales meeting was Emotional Intelligence. The Question posed was “What is empathetic selling and how important is it to successful selling??
Keywords or Phrases:
- Body Language
- Cognitive Skills
- Natural Tendency
Something to think about …
Consider what personal attributes and company processes you bring to your selling approach. Do you tend to sell using more emotional intelligence (EQ) or cognitive intelligence, and is because you have traits that lean toward one more than the other, or is it because you’ve received training? In either case, is your current way of selling working well for you, i.e. helping to meet your sales goal and, maybe, even exceeding it? Or do you need to find a better mix or a balance of the two approaches to obtain the results you seek?
Selling is About …
- Knowing that the attributes of a good sales professional vary from person to person and are also influenced by one’s company culture, as well as the product or service to be sold. Attributes tend to be based upon emotional intelligence