of Salvatore Coddetta
You've probably heard of the concept of emotional intelligence (sometimes called emotional quotient or EQ), an idea that emerged a few years ago in a bestselling book by Professor Daniel Goleman. The concept of EQ is quite similar to that of IQ (intelligence quotient), but measures the ability to relate effectively with others. The EQ consists of the following 15 traits or characteristics:
1) Self-analysis. The ability to realistically appreciate their strengths and accept your limits.
2) Self-awareness. The ability to recognize and understand what you feel and why.
3) Assertiveness. The ability to express feelings, beliefs and thoughts openly.
4) Independence. The ability to be self-directed and supervised in your thinking and actions.
5) Self-realization. The ability to engage in activities that develop their own unique abilities and talents.
6) Empathy. The ability to be aware of, understand and appreciate the feelings of others.
7) Interpersonal relationships. The ability to maintain relationships through social exchanges.
8) Social responsibility. The ability to be a constructive member in a position to contribute to his social group.
9) Adaptability. The ability to accept things as they are and change what can be changed.
10) Flexibility. The ability to regulate emotions and behavior to changing situations and conditions.
11) Problem solving. The ability to identify problems and develop solutions.
12) Optimism. The ability to see the world move in a positive direction.
13) Happiness. The ability to enjoy oneself and others and to feel satisfied with their lives.
14) tolerance to stress. The ability to withstand adverse events, stressful situations, and strong emotions.
15) impulse control. The ability to regulate their emotions and resist the temptation to act quickly.
Now, here My question for you: what is the character trait essential for the growth of sales of a sales professional?
According to the psychology of selling, the most essential trait for a professional sales, in terms of emotional, is the awareness of sé.Il reason is simple. Self-awareness gives a seller the ability to identify and use their emotions to build a stronger relationship with the client and positive. In a sales situation, the emotional self-awareness takes place on the basis of a three-step process:
1) Diagnosis. You choose within themselves to identify the emotions precise che si provano durante la trattativa di vendita.
2) Analisi. Sulla base delle emozioni identificate si cerca di prevedere come le emozioni possono influenzare i comportamenti durante la trattativa di vendita.
3) Adattamento. Si escogitano dei modi per superare o negare le emozioni negative che potrebbero ostacolare la vendita e allo stesso tempo si estendono e rafforzano le emozioni positive che potrebbero aiutare il venditore a concludere le vendite.
Per esempio, supponiamo che alla prima trattativa di vendita del mattino, il vostro potenziale cliente si alza in piedi e se ne va smezza comprare nulla, niente.
Ora, davanti a questa situazione si può fingere a te stessi che la cosa does not affect us and go for the next negotiation of sale and discover that your irritation over the previous talks are also jeopardizing your second sales negotiations. You are angry about how things went the first negotiation, but not aware enough of you to know that you need to change your emotional state. Your potential customer feels uncomfortable and probably wonders if you are angry with him for some reason.
With the emotional awareness of self, the second sales negotiations could go very differently. You could take a break before the second meeting with a prospective client in order to recover the calm. (In other words, you could change the physiology and focus.) Alternatively, during the approach to the second potential customer could break the ice by telling him that you had a rough day.
Regardless of what action to take, with the emotional awareness of self, you ensure that emotions help us to bring forward sales and not hinder your efforts to get the sale. In other words, the emotional awareness of self is the foundation of every interaction you have with each client, so without it, everything else is pretty useless.
Wishing your success in sales,
Salvatore Coddetta - coach & trainer
NOTE: This article is an excerpt from the e-book by Salvatore Coddetta entitled "Maximizing Sales with the method AREA: how to become a seller's irresistible." For information or to buy the e-book, visit or write to www.sctraining.it info@sctraining.it
0 comments:
Post a Comment