Class is in session on this episode of B2B EQ! Our guest this week is a leader who enables teams to work at their best. He’s an EQ expert and veteran of the sales industry. Previously the VP of RevOps for a major telecommunications company, he spends his time teaching the next generation of sales professionals. Joining the show is Adjunct Instructor for the Fox School of Business at Temple University, Kevin Kowalick! Kevin sits down with host Tim Harris to discuss finding a balance between building trust and hitting numbers, identifying your emotions, and why you should always assume positive intent.

Takeaways:

• The secret to a good sales call is letting the other person talk. While it can be tempting to tell customers about yourself, the company, and the product, you need to quiet those instincts. Let the customer talk, and listen to what they have to say.
• It’s normal to be nervous on a sales call, and while practice makes perfect, identifying where those feelings come from is the first step to improvement. By identifying the physical reaction to emotions, we can better control those feelings of anxiousness.
• Picking up on cues is important, but you need to tie actions to those cues. If you notice someone is talking rapidly and seems stressed, pause and check in with them. Ask them how they are feeling, and if they need it, offer them a few minutes to relax.
• Calling is still a potent sales tool but it can be nerve racking for some reps. Sales reps need to be comfortable being uncomfortable and take the first step. Through practice and role playing sales calls, reps will increase their confidence with new sales methods.
• If you’ve reached out to someone a few times with no response, it’s natural to assume they are uninterested. While it can be tempting to disqualify that lead, assume positive intent. They may be on vacation or busy with work, rather than annoyed.
• Sales is stressful, and it’s important to ground yourself. Sales is not a life or death situation. Give yourself permission to take the pressure off your shoulders, and realize that while the outcomes are important, they aren’t as stressful as they may feel.
• New generations of sales reps come into the workforce with a high technical skill, but can be lacking in EQ. Most people are familiar with zoom calls, but for reps who don’t know anything else, teams need to focus on developing in person and phone skills.

Quote of the Show:

• “You can smell desperation, you can smell sleaze, and when the person might not care about your best interests.” - Kevin Kowalick

To reach Kevin, and to learn more about his consulting and coaching services, connect with him on LinkedIn.

• LinkedIn: https://www.linkedin.com/in/kevinkowalick/

Shoutouts:

• Fanatical Prospecting: https://a.co/d/7GTFAa5

Ways to Tune In:

• Apple Podcast - https://podcasts.apple.com/us/podcast/b2b-eq/id1672326834
• Spotify - https://open.spotify.com/show/1T2zlqNsSYATzXFPH1DquY
• Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly9mYXN0Lndpc3RpYS5jb20vY2hhbm5lbHMvajRuNnNjYmc2Ni9yc3M