Emotional Intelligence for Sales Professionals
Competency Framework for Mastering Emotional Intelligence in a Sales Role
5 Day Training
Locations: Grayston Ridge Office Park, Sandton
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 5-day Training Course on 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 behaviour 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 Emotional Intelligence for Sales Professionals 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
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 Emotions
Introduction to Emotional Intelligence
Return on Emotions
Neuroscience of Sales
The Emotional Challenge and Opportunity
Identifying Emotional Triggers, Motivations, and Drives
The Power of Likeability
Money Talk
Developing Confidence, Authenticity, and Likeability
Day 2: Managing Emotions
Reactions Under Stress and Conflict
Top Techniques for Managing Stress
Choosing Emotions
Recharging Emotional Reserves
The Chimp Paradox
Change Story
Setting and Managing Expectations for Consultative Selling
Mindsets
Emotional Management in Negotiations
Day 3: Understanding the Emotions of Others
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
Understanding Nonverbal Communication
Building Rapport
Day 4: Social Skills in the Sales Process
Better Connecting and Meeting
Building Referral Partners and Relationships
Filling the Pipeline Through Effective Networking
Crafting Value Propositions and Presentations
Effective Qualifying
Emotionally Intelligent Objection Handling
Agreeing and Aligning
Closing for Partnership
Day 5: Emotionally Intelligent Sales Culture and Leadership
The Importance of Social Responsibility
Developing Emotionally Intelligent Teams
Promoting Teamwork and Collaboration
Recognizing and Appreciating Efforts
Attributes of Effective Sales Leaders
Weather Leaders
Action Planning
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