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Over the years there has been a lot of research into Emotional Intelligence and it’s impact in leading and managing others. It has been shown that effective leaders have a high level of Emotional Intelligence. Recently, EI research has focused on sales behaviours. Selling and negotiation is all about emotions and people, about sales behaviours. If you can understand yourself better, then you can understand others. Not only will you be better at picking up various body language cues, but your insights will help you be more effective in your sales role.
How well do you manage rejection if a potential sale fall through? How well do you handle customer feedback? How good are you at ‘reading’ the customer? Can you quickly build trust and rapport? When is the time right to close the deal? These are all aspects of Emotional Intelligence.
For premium value purchases such as cars, for example tapping into emotions is critical, as EI is about creating a fine balance between head and heart-between rationality and emotion.
This program also explores the strong link between optimism and sales success.
The sessions are highly experiential and interactive, with group discussion and group work. It is not ‘death by powerpoint’ program, as the sessions are practical, engaging stimulating and tailored to the needs of sales staff.
The content is highly relevant and easily applied back in the retail environment. An option available to all participants is access to an Australian online EI assessment, which would include one on one feedback. This can be quoted separately.
Program Outcomes
- An enhanced ability to read the customer
- A better understanding of your own emotional state and how it
impacts on others
- An awareness of Emotional Intelligence and its role in sales
- Greater skill at working with and managing customers
- Genuinely build trust and rapport
- Create better empathy
- Develop a more optimistic outlook
- Enhanced awareness of customer service strategies and the
new customer service environment
- Manage rejection in a positive manner
- Create better results more often.
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