The “Emotionally Intelligent Selling” course equips sales professionals with the essential skills to leverage emotional intelligence (EQ) for enhanced selling strategies and stronger customer relationships. Participants will learn to understand their emotions, identify customer emotional cues, and utilize empathy to build authentic rapport.
Each participant will receive the DiSC Sales Profile, a self-assessment resource designed to enhance self-awareness and communication styles for better alignment with customer needs.
PARTICIPANTS WILL LEARN TO:
- Apply emotional intelligence (EQ) to build stronger customer relationships and trust
- Recognize and manage personal emotional triggers during sales conversations
- Read and respond to customer emotional cues with empathy and adaptability
- Use storytelling and authenticity to build rapport and overcome objections
- Leverage insights from the DiSC Sales Profile to align sales communication styles
COURSE OUTLINE
Understanding Emotional Intelligence in Sales
- Definition and components of emotional intelligence (EQ)
- The role of EQ in building customer relationships and trust
- Recognizing and managing your own emotions during sales interactions
- Activity: Self-reflection exercise on personal emotional triggers and how they impact sales interactions
Identifying and Responding to Customer Emotions
- Techniques for reading customer emotional cues (verbal and non-verbal)
- Strategies for empathetic listening to understand customer needs
- How to adapt your sales approach based on customer emotional states
- Exercise: Role-playing to practice interpreting and responding to various customer emotional scenarios
Building Rapport and Trust Through Emotional Connection
- The importance of authenticity in establishing trust
- Techniques for creating a positive emotional atmosphere in sales conversations
- Storytelling as a tool for emotional engagement and connection with customers
- Practice: Developing and sharing personal sales stories to foster connection and trust in a peer group
Overcoming Objections and Closing Deals with Emotional Insight
- The role of emotional resilience in handling rejection and objections
- How to prepare emotionally for difficult conversations with customers
- Closing techniques that leverage emotional intelligence for mutual benefit and satisfaction
- Activity: Group discussions on overcoming sales objections using emotional intelligence strategies
METHODOLOGY
The course combines theoretical insights with practical application through real-life selling scenarios, interactive exercises, and role-playing. Participants will practice their skills in a supportive environment, reinforcing learning and applying emotional intelligence techniques directly to their sales interactions.