This year marks the 25th anniversary of Daniel Goleman’s book “Emotional Intelligence: Why it can matter more than IQ”

 

You are more than likely familiar with IQ.

 

We typically think of ‘hard’ technical skills when we think of IQ.

 

We might even hire people based on academic performance in subjects which have no bearing on sales ability.

 

But what about looking for and developing EQ in (Emotional Intelligence a.k.a. Emotional Quotient) and why does it matter in sales?

 

To paraphrase Captain Obvious, sales is a people business.

 

As a sales leader, you need people who can connect with people, build empathy, understand personalities and of course manage themselves and their own performance.

 

Sales needs people with high-levels of EQ can:

 

• Be self-aware and able to reflect on their own performance so they can get unstuck   
• Be better at understanding prospects by making connection and building empathy
• Be better at picking up on signals, cues, feelings that indicate prospects’  true sentiments and values
• Be better team members by understanding and supporting you and their colleagues
• Be better candidates for leadership positions as part of your succession planning

 

In this week’s episode:

 

What EQ is and why does it differ from IQ

Why your sales people need emotional intelligence

How to enable your sales team to develop EQ

 

Listen now (Link in comments)