Emotional Intelligence for Sales Professionals Program

Introduction

An ever-changing business environment requires new selling skills – old-fashioned techniques don’t work with today's buyers. Most sales professionals excel in their hard skills, such as closing techniques, but pay little attention to empathy, rapport, and self-confidence. Mastering emotional intelligence skills will have a huge impact on personal sales results and therefore on the company’s revenue. Leading sales teams with emotional intelligence will help to increase turnover and create a positive culture within the company. Increased awareness of self and others will help to establish healthy relationships with customers, partners, and suppliers and will stimulate better employee work performance.

This highly interactive Emotional Intelligence for Sales Professionals has been designed to cover an array of relevant topics while focusing on those that are most critical to personal and business success in sales. The emphasis of the training will be on powerful methods and proven techniques for improving the Emotional Intelligence of Sales Professionals. The participants will leave the training course with new ideas and skills they can implement immediately within their work environment.

Participants attending the Emotional Intelligence for Sales Professionals training course will develop the following competencies:

• Understand the concept of emotional intelligence and its impact on sales
• Identify and manage their own emotions
• Increase awareness of the emotions of others
• Develop better empathy for sales success
• Improve their conversational techniques
• Identify different personality types
• Understand the strategy of building referrals
• Improve emotional intelligence in key aspects of the sales process

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

Training Methodology

This is an interactive course. There will be open question and answer sessions, regular group exercises and activities, videos, case studies, and presentations on best practice. Participants will have the opportunity to share with the facilitator and other participants on what works well and not so well for them, as well as work on issues from their own organizations. The online course is conducted online using MS-Teams/ClickMeeting.

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 Outline

Day 1: 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

Day 2: 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

Day 3: 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

Day 4: 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

Day 5: 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