The main skill recognized in efficient salespeople is assertiveness. However, assertiveness is a consultative selling skill, not a hard-selling skill. It is an emotional intelligence competence that allows a salesperson to express clearly in sales talks giving way to partnerships rather than trading interactions.
Research shows that the most profitable sales executives consistently score high in two emotional intelligence skills: empathy and self-regard.
Top-performing sales executives are empathetic and good listeners. They have the capacity to read the emotional cues and body language of others, therefore anticipating their needs and wants. Their ability to connect and relate enables them to network with ease, therefore continuously adding new prospects to their sales pipeline.
Salespeople with a high sense of self-regard are aware of their own strengths and weaknesses. They attract admiration and respect from peers and customers because they are not afraid to admit when they are wrong. Moreover, an open and honest attitude on behalf of sales executives generates strong-performing sales teams.
But how many sales executives have invested in emotional intelligence training or coaching to further develop their skills and those of their direct reports? The answer is lower than desired.
Invest in your emotional intelligence skills!
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