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” (Bradberry & Greaves, 2009).
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.
Bradberry, T., & Greaves, J. (2009). Emotional intelligence 2.0. San Diego, CA: TalentSmart.
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