The secret to successful selling
“He is most powerful, who has control over himself.” Seneca.
It is tough working in sales and business development, whether that’s working for yourself, as part of a team or in a partnership.
Predictably, you’re only as good as your next sale and in a challenging economic climate with increasing competition, that can be a tough starting point for even the most resilient amongst us.
As an experienced sales professional and sales coach, I can personally endorse the sentiment that, regardless of what you are selling, it’s a tough business where often the bloodiest battleground is in your head.
“Knowledge / intelligence” is the main asset in sales and business development and the cornerstone of all deliverable value.
Managers tend to focus primarily on the business intelligence of “customer, product, industry and economy” yet there must at least be similar consideration given to “emotional” intelligence.
It has been argued that high EQ sales cultures win more business because they move faster, are better at disqualifying opportunities and are more practiced at establishing robust relationships.
Their self-awareness is better too.
Hypersensitivity is a common amongst sales people yet those with a better understanding of EQ are able to show greater resilience, grit and determination and importantly are able to draw a line between “their job” and “themselves.”
I have always used the throwaway line “No just means not yet….” but when you come to work on a Monday and are greeted with a series of consecutive “Thanks, but no thanks…” responses before 11.00am, it can be hard to spur yourself on to greater things in the afternoon.
Through the lens of EQ however, it is possible to differentiate between “who you are as a person” and what “you do for a living”.
The ability to separate the two means that nothing can ever be personal – either when it comes from a “shot” sales lead or from feedback from peers or managers.
Take the job seriously for sure, but take “who you are” out of the equation – and remember, it should never be personal.