‍

Issue 1 - It's Your EQ Pushing Your Deals To The Finish Line

This week’s edition: Emotional intelligence in sales, and why it may trump hustle culture. Plus - a few big numbers in the news, and a special event.

Going deep: Emotional intelligence and its impact on sales success

‍

‍

Sometimes, sellers get a bad reputation for being disingenuous or phony. We’ll say anything to please the prospect. Or so they say.

The truth is that sellers have to be highly emotionally intelligent to get anywhere in the industry. In their article 5 Reasons Why Emotional Intelligence Matters In Sales Jennifer Dublino details why it helps you with:

• Rejection
• Objection handling
• Professionalism

…and more. We’re an industry of people persons. This should be second nature to us, right?

Not always. For a long time, sales and grind culture went hand in hand. Your employees and colleagues work until they drop? Perfect. You wanted a hustler — That’s guaranteed to be your top performer. Now, (thankfully) the scales have tipped to a better balance of what makes for a top rep. They want less seller-bot and more human. For the newer wave of hires, employers seek out candidates with a high emotional quotient (EQ) specifically. But what does having a high EQ do for sellers?

For one, emotional intelligence is key for handling objections and rejection. A self-regulating salesperson can sense frustration or suspicion from prospects and can use empathy and sensitivity to navigate the call.

‍

‍

Keeping disappointment in check when you handle a lost deal is also key for maintaining any future relationship with your contacts.

Salespeople with a high EQ can also better understand delayed gratification. It’s hard to stay motivated through a long sales cycle, and a better EQ means you’re more willing to stick with the follow-through and close the loop.

‍

If you’re looking to climb the sales promotion ladder, emotional intelligence is also one of the first things people look for in a manager.

There are a lot of highs and lows on the job (we don’t need to tell you that, surely) and managers who are sensitive to burnout, workplace stress, and having their employees maintain their mental health are crucial for workplace satisfaction. The happier the workers, the more they sell, the more they hit quota, and the happier they are. High EQs fit into this cycle perfectly.

‍

If you’re not the most naturally emotionally intelligent, there’s still hope. Luckily, you can work to strengthen your EQ by:

• Practicing active listening
• Responding thoughtfully and empathetically
• Going out of your way to be positive and social.

But what do you think? Are there any particularly emotionally intelligent sellers on your team? How do they use that to build rapport or stay cool when the quota pressure hits?

Turn down the go-go-go mode a notch today, and dial in (ha!) to your emotional intelligence. It’ll turn the seller stereotype from snake to social savant in no time. Happy selling.

‍

‍

‍Special Announcement: Tearing up the State of Sales - A LinkedIn Live event!

Catch the recording here, to watch Pod Founder & Ceo Patrick Monnot, and special guests Scott Leese, Leslie Venetz, and Neil Weitzman as they dive into Salesforce's annual report. It's the sales event of the quarter, so check it out!

‍

‍

Bite-sized stories

‍

Numbers in the news

4 Tips For New Leads In A Dry Pipeline

‍Top 12 Crypto Coins September 2024

‍Tech Layoffs Surge To 27,000

Seller Spotlight

Pod Founder and CEO Patrick sat down with Oliver Paull on his Revenue Leaders Uncovered podcast. Check it out here!

‍

Thanks for reading! If you like this newsletter and want to offer a little support, you can:

  1. Tell a friend about Pod

  2. Forward this newsletter with an invitation to subscribe

‍