In this episode of the Sales 411 from the 412, Sam Stein interviews Dan Hersh to learn about the experience of moderating a sales panel at Carnegie Mellon University with a few industry experts and an unbelievable audience from the Pittsburgh sales, startup, and entrepreneurial scenes.
I don’t want to overwhelm you, but has your capacity to be aware of, control, and express your emotions changed? Is 30-year-old you able to handle interpersonal relationships more judiciously and empathetically than 20-year-old you?
Before you have a quarter life crisis, let me ask you how increasing your self-awareness can improve your relationships and your sales process.
Authors Travis Bradberry and Jean Greaves write in their book, Emotional Intelligence 2.0, that “those who use the right tools and strategies for harnessing their emotions put themselves in a position to prosper.”
So try sitting down and practicing empathetic behavior by actively listening to coworkers and clients without holding judgment or commandeering the conversation. Be social and positive, and continue to smile. Monitor your emotions as they happen, and reflect on your calls with clients after they’ve happened. Keep a journal of your selling process, and note results that you could have controlled or changed. Respond to those events rather than react to them. You may just see the benefits.
Four Benefits of Emotionally Intelligent Behavior
Feel like you can’t teach an old dog new tricks? The good news is that emotional intelligence can be taught. In fact, it improves with age. Some people are more intuitively emotionally intelligent, but others can catch up by improving their personal competence and social competence by utilizing self management, team management and social awareness. After all, when you’re in the people business, you must make emotional intelligence a habit.
Photo by rawpixel.com from Pexels
After a conference, be sure to follow up with anyone you spoke with at the conference. Whether they gave you an email, phone number, or LinkedIn profile, prepare a message to send to them.
You can write something along the lines of:
It was a pleasure speaking with you at the [INSERT CONFERENCE NAME]. I really enjoyed our conversation and getting to know about your experience with [TOPIC]. I just wanted to follow up and see if you had 10 minutes this week to further discuss whether or not [YOUR COMPANY] will be a good fit for [THEIR COMPANY]. Let me know what works best for your schedule.”
This message can certainly be changed and should absolutely be personalized, but this message sample provides you a template of how your follow up messages can sound. It is crucial to follow up within 48 hours of the event so that you are still “fresh” in their minds and can easily connect.
Share Your Content
Hopefully, you took videos and photos while at the conference. If it is not your responsibility to post on your company’s social media, do not forget to pass along all of your content to the respected party. Your marketing person WILL THANK YOU for providing them with awesome content. You can also re-post this on your LinkedIn and encourage your co-workers to do the same. Sharing valuable content such as this helps to boost credibility and provides marketing opportunities.
Want to learn more? Check out our podcast Episode where we give you the 411 on conferences.
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