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How to Raise Emotional Intelligence for Increased Sales Performance

Sales and Emotional Intelligence Training for Sales Managers, Sales Professionals and Entrepreneurs

Research into Emotional Intelligence has shown that there is a strong relationship between this ability and sales performance1. Daniel Goleman then made the concept better known in 1995 with his book of the same name. If you think about it, this makes complete sense. Do you work better when you are happy or unhappy? In addition, emotional intelligence increases our ability to empathize. This, in turn, helps us understand and sell to our prospects better. Zig Ziglar once said “Sales is essentially a transfer of feelings!” Today you will learn three ways that you can improve your emotional intelligence, which in turn improves your sales performance.

Emotional Intelligence Tip #1: Put your health first Your emotions will be greatly influenced by the three pillars of health. This includes exercise2, sleep3 and nutrition4. What is that? Don’t have time for that? That my friend, is exactly because you need to prioritize your health! Think about it – have you ever done sales… Just haven’t you? Or, how excited when you try to work after a late night? Your emotional and physical energy levels directly affect your sales. When your body is deprived of these factors, you cannot work at your best. I will give you my simple but scientific advice. Here are three ways to improve your physical health:

1. Walk (or run) outside for 30 minutes a day. You can benefit from physical activity, and sunlight will also boost your mood⁵.

2. Sleep for 8 hours a day. The reality is that what you do outside of work affects how you do at work! Because this tip is easier said than done, I highly recommend checking out the Sleep Smarter book for great tips to improve your sleep.

3. Reduce sugar intake and eat more low GI foods. High GI foods have been correlated with depression and fatigue⁶. Therefore, you can protect yourself from the common negative emotions that naturally arise with sales.

Emotional Intelligence Tip #2: Practice meditation every day Emotional intelligence begins with understanding what you feel. By practicing mindfulness on a regular basis, you will more easily identify your emotions. As a result, you will be better placed to deal with those feelings. When you practice mindfulness, listen to your inner monologue. Are there any negative thoughts or limiting beliefs? Challenge them! Ask questions like “Is there any truth to this?” or “Where did it come from?” If you replace negativity with positivity, you can improve your emotional state and sales performance. By the way, sitting still for more than 3 minutes probably feels a little uncomfortable! Today, our minds are constantly stimulated. Therefore, I highly recommend using an app like Calm or Headspace so you can learn the basics. After one or two weeks of using the program, we recommend that you practice mindfulness for 10 minutes a day. Your stress levels will likely drop 7 and unlock your potential to sell more.

Emotional Intelligence Tip #3: Empathize through active listening

Empathy is the foundation of emotional intelligence for others. Practice, you will understand others better. With this, you will be better equipped to understand what your prospects are going through, and sell more effectively. To increase empathy, I recommend that you become an expert in active listening. Here are the three key components of active listening:

1. Acknowledgment: Maintain eye contact. You can make subtle sound cues like “hmm” or “uh huh” to help your prospect know you’re listening. Raise your head and use other non-verbal body language.

2. Reflection: Let your prospect know you understand. You can start your sentences with “So what you’re saying is…” or “Just so I understand…”

3. Follow-up: Ask related questions to better understand what the prospect is saying. Doing so will show that you are genuinely interested in what they have to say.

Conclusions

Emotional intelligence is essential for successful sales professionals. The above action steps are simple, but often overlooked. I want to encourage you to put your health first, practice mindfulness and empathize more. Doing so will increase your emotional intelligence and subsequent sales performance. Due to the many tips provided, choose the right one one habit to put into practice immediately. You’ll be glad you did!

References

1 Elizabeth J Rojell Ph.D., Charles E. Pettijohn DBA & R. Stephen Parker DBA (2014) Emotional Intelligence and Dispositional Affectivity as Predictors of Performance in Salespeople, Journal of Marketing Theory and Practice, 14:2, 113- 124

2 Edwards, Meghan; Rhodes, Ryan; Loprinzi, Paul (2017) A Randomized Control Intervention Investigating the Effects of Acute Exercise on Emotional Regulation, American Journal of Health Behavior, Volume 41, Number 5, September 2017, pp 534-543 (10)

3 Deliens, G., Gilson, M. & Peigneux, P. Exp Brain Res (2014) 232: 1403. Sleep and the processing of emotions

4 White, D. (2016). Improve your emotional health through a healthier diet. Psych Central.

5 An M, Colarelli SM, O’Brien K, Boyajian ME (2016) Why we need more nature at work: Effects of natural elements and sunlight on employee mental health and l work attitudes. PLoS ONE 11(5):e0155614.

6 Breymeyer KL, Lampe JW, McGregor BA, Neuhouser ML. Subjective Mood and Energy Levels of Healthy Weight and Healthy Overweight/Obese Adults on Experimental High and Low Glycemic Load Diets. Appetite. 2016;107:253-259.

7 Jenny Gu; Clara Strauss; Rod Bond; Kate Cavanagh (2014) How does mindfulness-based cognitive therapy and mindfulness-based stress reduction improve mental health and well-being? A systematic review and meta-analysis of mediation studies, Journal of Clinical Psychology, Volume 37, April 2015, Pages 1-12

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