Emotional Intelligence for Sales Professionals Program
Select Other "city & date"
Emotional Intelligence for Sales Professionals Program Course
Introduction:
In today's ever-changing business environment, the need for new selling skills is paramount, as traditional techniques no longer resonate with modern buyers. While many sales professionals excel in their hard skills, such as closing techniques, they often overlook the importance of empathy, rapport, and self-confidence.
Developing mastery in emotional intelligence skills can have a profound impact on personal sales outcomes, consequently influencing the company's revenue. Leading sales teams with emotional intelligence not only contributes to increased turnover but also fosters a positive organizational culture. Heightened self-awareness and understanding of others facilitate the establishment of healthy relationships with customers, partners, and suppliers, ultimately enhancing employee performance.
This highly interactive Emotional Intelligence for Sales Professionals course is meticulously designed to cover a range of relevant topics, with a specific focus on those deemed critical for personal and business success in sales. The training prioritizes powerful methods and proven techniques for enhancing the emotional intelligence of sales professionals. Participants will leave the course equipped with fresh ideas and practical skills that can be immediately implemented in their work environment.
Course Objectives:
At the end of this course participants will learn how to:
- Understand the importance of emotional intelligence in the sales environment
- Understand the science behind emotional intelligence and the brain
- Develop emotional intelligence in all areas of the sales process including prospecting, objection handling, qualifying, and closing
- Improve their ability to recognize and deal with their own emotional triggers
- Develop practical strategies to manage their own emotions
- Improve their interpersonal skills such as confidence, self-awareness, self-regard, and impulse control
- Learn to read the emotions of others in the sales contest
- Examine different behavior styles of clients
- Perfect their questioning and listening techniques
- Learn to understand nonverbal communication
- Learn how to create an emotionally intelligent sales culture
- Examine specific attributes that make sales managers good leaders
- Study the techniques to inspire and lead teams
Who Should Attend?
This training course is suitable for a wide range of professionals but will greatly benefit:
- Sales Professionals
- Business Development Team Member
- Key Account Managers
- Team Leaders and Sales Executives
- Anyone involved in sales or looking into enhancing their sales skills
Course Outlines:
Understanding Emotions
- Understanding emotional intelligence
- Return On Emotions
- Neuroscience of sales
- The emotional challenge and opportunity
- Identifying own emotional triggers, motivations, and drives
- Power of likeability
- Money talk
- Developing confidence, authenticity, and likeability
Managing Emotions
- Understanding reactions under stress and conflict
- Best techniques from top sales to manage stress
- Choosing emotions
- Re-charge emotional reserves
- Chimp paradox
- Change story
- Setting and managing expectations for consultative selling
- Mindsets
- Emotional management in negotiations
Understanding the Emotions of Others
- Power of empathy
- Marston’s personality types
- Matching and mirroring communication style and body language
- Recognizing others’ motivations, triggers, and reactions
- Effective conversation techniques: questioning and listening
- Finding the prospect’s pain. Testing commitment to change
- Looking and listening for communication cues
- Understanding nonverbal communication – how to read and interpret
- Building rapport
Social Skills in the Sales Process
- How to better connect and meet
- The strategy of building referral partners and relationships
- Filling the pipeline through effective networking
- Crafting value propositions and presentation
- Effective qualifying
- Emotionally intelligent objection handling
- Agree and Align
- Closing for partnership
Emotionally Intelligent Sales Culture and Leadership
- Importance of social responsibility
- Developing emotionally intelligent teams
- Promoting teamwork and collaboration
- Recognizing and appreciating the efforts of others
- Attributes that make salespeople effective sales leaders
- Weather leaders
- Action planning