Today's guest is a collaborative team leader, coach, motivator and mentor. He has spent his career influencing change while introducing new products and solutions to enterprise customers. Starring on the show today is Managing Partner at helpUwin consulting, Vincent Deschamps. Vin joins host Tim Harris to help sales leaders motivate their teams, and get to the bottom of what the customer needs. In this interview they’ll explore ways reps can best demonstrate empathy, why EQ beats out IQ, and why you should always start off your sales calls with your company values.

Takeaways:

• The most important soft skill to have is listening and empathy. You need to focus on what’s in it for the customer, and without empathy, you won’t be able to build a relationship.
• The important aspects of professional relationships are the same as personal relationships. You need trust, honesty, confidence, and the ability to admit when you are wrong about something.
• Sales reps need to be able to “read the room” with their prospects. Before you dive into your pitch, ask the prospect how they are doing, or how their week has been. If your prospect isn’t having a great day, it can be a good idea to postpone the call.
• Explaining your company's values on a sales call is a good way to build personal rapport. By starting with what your company cares about, you can align on values first before diving into a pitch.
• A crucial skill to have as a rep is the ability to admit when you are wrong. No one wants to interact with a know it all, and admitting when you are wrong builds trust by showing you are willing to be vulnerable.
• Your customer needs to be at the top of your charts. Your business needs to focus on understanding what the customer wants. Your product, applications, and infrastructure will follow from the customer’s needs.
• IQ is important to have in sales, but EQ is more important. You could be an award winning, patent holding engineer, but if you can’t talk to customers, you won’t have any sales.

Quote of the Show:

• “I think you can teach emotional intelligence if the person is willing to change their behavior.” - Vincent Deschamps

Links:

• LinkedIn: https://www.linkedin.com/in/vincent-deschamps-53bb22a/
• Company website: http://www.helpuwin.net/home.html

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