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Emotional Intelligence for Sales Professionals

Competency Framework for Mastering Emotional Intelligence in a Sales Role

2 Day Training

Dates: 09 – 10 September 2024
Locations: Johannesburg, South Africa
Platform: Available In-Class / Online

Price: Available on Request

Course Introduction

In today’s rapidly evolving business landscape, traditional selling techniques are no longer effective with modern buyers. While many sales professionals are proficient in hard skills like closing deals, they often neglect crucial aspects such as empathy, rapport-building, and self-confidence. Mastering emotional intelligence (EQ) is essential for significantly enhancing personal sales performance and boosting company revenue. Leading sales teams with emotional intelligence fosters increased turnover and creates a positive company culture. Enhanced self-awareness and understanding of others contribute to healthier relationships with customers, partners, and suppliers, ultimately improving employee performance.


The Intensive 2-day Training Course Emotional Intelligence for Sales Professionals is meticulously designed to address vital topics crucial for personal and business success in sales. The training emphasizes powerful methods and proven techniques for enhancing the EQ of sales professionals. By the end of the course, participants will acquire practical skills and innovative ideas that they can immediately implement in their professional environment.


Key Competencies Developed

Participants will:

  • Understand the concept of emotional intelligence and its impact on sales.

  • Identify and manage their own emotions.

  • Increase awareness of others’ emotions.

  • Develop better empathy for sales success.

  • Improve conversational techniques.

  • Identify different personality types.

  • Understand the strategy of building referrals.

  • Improve EQ in key aspects of the sales process.

Course Objectives

Participants will:

  • Understand the importance of EQ in the sales environment.

  • Learn the science behind EQ and the brain.

  • Develop EQ in all areas of the sales process, including prospecting, objection handling, qualifying, and closing.

  • Recognize and manage their own emotional triggers.

  • Develop practical strategies to manage their emotions.

  • Improve interpersonal skills such as confidence, self-awareness, self-regard, and impulse control.

  • Learn to read the emotions of others in sales contexts.

  • Examine different behavior styles of clients.

  • Perfect their questioning and listening techniques.

  • Understand nonverbal communication.

  • Create an emotionally intelligent sales culture.

  • Examine attributes that make sales managers effective leaders.

  • Learn techniques to inspire and lead teams.

Who should attend?

This training course is ideal for:

  • Sales Professionals

  • Business Development Team Members

  • Key Account Managers

  • Team Leaders and Sales Executives

  • Anyone involved in sales or looking to enhance their sales skills

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Training Methodology

Our diverse instructional approaches ensure effective learning:

– Lectures & Presentations: Engage with expert-driven, stimulating content.
– Course Material: Access well-crafted supporting resources.
– Group Work: Collaborate on discussions and case studies for practical insights.
– Workshops & Role-Play: Participate in immersive, scenario-based activities.
– Practical Application: Focus on applying theoretical knowledge in real situations.
– Post-Training Support: Receive extensive support after training for skill implementation.

Training Outline

Day 1: Understanding and Managing Emotions

  • Introduction to Emotional Intelligence

  • Return on Emotions

  • Neuroscience of Sales

  • Identifying Emotional Triggers, Motivations, and Drives

  • The Power of Likeability

  • Developing Confidence, Authenticity, and Likeability

  • Managing Reactions Under Stress and Conflict

  • Top Techniques for Managing Stress

  • Choosing Emotions and Recharging Emotional Reserves

  • The Chimp Paradox and Change Story

  • Setting and Managing Expectations for Consultative Selling

  • Emotional Management in Negotiations

Day 2: Understanding Others and Applying Social Skills in Sales

  • The Power of Empathy

  • Marston’s Personality Types

  • Matching and Mirroring Communication Style and Body Language

  • Recognizing Others’ Motivations, Triggers, and Reactions

  • Effective Conversation Techniques: Questioning and Listening

  • Finding the Prospect’s Pain and Testing Commitment to Change

  • Recognizing Communication Cues and Understanding Nonverbal Communication

  • Building Rapport and Better Connecting

  • Strategies for Building Referral Partners and Relationships

  • Effective Networking for Filling the Pipeline

  • Crafting Value Propositions and Presentations

  • Effective Qualifying and Objection Handling

  • Agreeing and Aligning, Closing for Partnership

  • Developing Emotionally Intelligent Teams and Promoting Teamwork

  • Attributes of Effective Sales Leaders and Action Planning

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