How to Get Really Good at Sales Using 3 Simple Rules of Emotional Intelligence.
How to Get Really Good at Sales Using 3 Simple Rules of Emotional Intelligence
In the world of sales, connecting with people and understanding their needs can set you apart from the competition. Emotional intelligence is at the heart of successful selling. It’s not just about making a pitch; it’s about bonding with potential customers and showing them you’re on their side. Here are three powerful rules to help you improve sales by tapping into emotional intelligence.
- Ask Lots of Questions
The more questions you ask, the more you understand your customer. Think of yourself as being in “learning mode” rather than “selling mode.” Instead of pushing a product or service, start by understanding their problems, preferences, and goals. Ask open-ended questions like, “What’s the biggest challenge you face?” or “What are you hoping to achieve with this?” These questions help you understand their perspective and give them confidence that you’re listening. Once you know their needs, you can tailor your advice and offer relevant solutions that feel natural.
2. Avoid Making Assumptions
Nothing can cut off a conversation faster than making assumptions about what someone needs or wants. Phrases like, “I know what you need” or “Here’s what you should do” can make customers feel like they’re not really being heard. Instead, use responses that show you’re on the same page, like “I see where you’re coming from,” or “I’m here to help however I can.” This keeps the conversation open and makes the customer feel valued, which leads to better rapport and trust.
3. Practice Patience
In sales, patience is your friend. It’s easy to close deals when the customer is already sold on your product or service, but when the conversation isn’t going as smoothly, patience is critical. Resist the urge to rush or pressure them. Instead, step back, listen to their concerns, and let them decide. This “tactical patience” can be especially effective with long-term, high-stakes sales where customers need more time to consider their options. By showing patience, you demonstrate that their needs matter, and this can lead to stronger, lasting relationships.
Try these emotional intelligence rules and see the difference!
