Emotional Intelligence for Sales Professionals Program
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Emotional Intelligence for Sales Professionals Program Course
Introduction:
In today's ever-changing business environment, traditional selling techniques are no longer effective with modern buyers. Sales professionals often excel in hard skills like closing techniques but often overlook the importance of empathy, rapport building, and self-confidence. Mastering emotional intelligence skills can have a significant impact on personal sales results and, consequently, on the company's revenue. Leading sales teams with emotional intelligence can boost turnover and foster a positive company culture. Increased self-awareness and understanding of others can help establish healthy relationships with customers, partners, and suppliers, leading to enhanced employee performance.
This highly interactive Emotional Intelligence for Sales Professionals training program is specifically designed to cover a range of relevant topics while focusing on those that are crucial for personal and business success in sales. The training places a strong emphasis on powerful methods and proven techniques for improving the emotional intelligence of sales professionals. Participants will leave the program equipped with new ideas and skills that they can immediately implement in their work environments.
Key objectives of the training program include:
1. Developing a deep understanding of emotional intelligence and its importance in sales.
2. Enhancing empathy and rapport-building skills to establish stronger connections with customers.
3. Cultivating self-confidence and self-awareness to navigate sales situations effectively.
4. Managing and leveraging emotions to influence buyer behavior and decision-making.
5. Improving communication and active listening skills to better understand customer needs.
6. Building resilience and adapting to changing customer dynamics and objections.
7. Fostering a positive sales culture and team collaboration through emotional intelligence.
8. Applying emotional intelligence techniques to handle challenging sales scenarios.
9. Implementing emotional intelligence strategies to drive customer satisfaction and loyalty.
10. Utilizing emotional intelligence to negotiate and close deals successfully.
Through a combination of interactive exercises, discussions, and real-world examples, participants will gain practical insights and techniques to enhance their emotional intelligence in sales. They will acquire the skills to create stronger connections with customers, navigate sales challenges more effectively, and positively impact their sales performance and revenue generation.
Join us in this transformative Emotional Intelligence for Sales Professionals training program, where you will develop the capabilities to understand and connect with customers on a deeper level, foster a positive sales culture, and drive personal and organizational success. Embrace this opportunity to enhance your sales skills and make a lasting impact on your sales performance and customer relationships.
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