Sales 101- High EQ

Success in business and success in life are two different things. Yet, one thing is for sure: real success, the type that transcends on different levels, is impossible without building great relationships. True success cannot exist unless you treat people with respect, regard and kindness.

In a world where we are constantly connected, it is those with the best people skills who win success and influence. Those who build the right relationships. The ones who truly connect with their customers, colleagues and partners.

That takes time, patience , consistency and trust. Trust in yourself. Trust that by having a repeatable process and good people skills ( that must be constantly developed and revamped) you will be able to make connection with people and essentially build your network until you are a trusted expert in your space.

Here are the five most important things that I have learned through my experience.

Be of Value

You must focus on opening the relationship -not closing the sale. I know this is easier said then done. Especially as we carry quotas and the end and the beginning of quarters are the drums to which we march to. Yet, in my experience, there is no such a thing as a quick win- the real deal is closed once a relationship is forged and you have won trust. Trust of a client who has agreed to give you their business, and that, takes time.

A connection is NOT a relationship

Again, this will take time. You can have a great connection to someone, but that does not constitute a relationship. A connection, is just the starting point. Take the time, embrace the process and put effort into learning about the subject matter and your clients needs. In the long run, this will have the best outcome.

Learn their currency.

Everybody has one. What's at the top of mind? What drives them? Everybody has motivating factors and targets, metrics and quotas- find out what your clients currency is. This way, you can assist to solve their most presssing issues and help drive their success and the overall outcome of their business and projects.

Just shut up

I have been in meetings with sales professionals who talk over the client. Beside the fact that this is incredibly rude, the worst part is that talking too much does not allow you to learn anything about the other person or what they are doing. Open-ended questions are the answer! Then zip it and take notes.

Not everyone is going to be nice to you

And that's ok. This one took me a long time to accept. We are human after all, so it's natural to take things personally. However, business is business and people are people so, you must try and take a larger view. Most of the time, how people treat you has little or nothing to do with you. Try to use the experiences where you are not feeling the love to see what you can learn about yourself. You may find that it is in our most challenging moments that we shine our brightest ;). #Sales101, #EQ, #ClientEngagment, #RelationshipManagement, #EmotionalIntellegence