Sales And Selling With Emotional Intelligence

Sales Skills and Emotional Intelligence Skills for Building Stronger Client / Customer Relationships

What you'll learn
Recognise the importance of emotional intelligence in selling and how you can use it to build your relationships with your customers
Determine how your attitude to selling influences your sales success
Identify the emotions that drive the selling process and how to work with them effectively
Describe your uniqueness in terms of what you are selling and how you sell it
Discover emotionally intelligent ways to sell through needs-based selling
Examine ways to handle objections with confidence
Identify the four social interactions style that drive customer / client behaviour
Explain how to work with and sell to each social interaction style for maximum success
Solve problems for your customers / clients by becoming a trusted resource and advisor
Requirements
No prior knowledge and experience is needed to benefit from the course.
You should have an interest in learning how to be more successful in selling using emotional intelligence.
An interest in how interactions with other people work and how to build them more effectively.
Whilst you don't need any experience of sales and selling to take this course, you will be eager to build and develop your selling skills.
You should have a willingness to complete the practical activities to grow and develop your selling and your emotional intelligence skills
This course does not cover prospecting, but focuses on the interaction with customers / clients in sales meetings.
Description
“53% of customer loyalty – customers who choose to buy from a company repeatedly – is not the result of the product, company or service, but the behaviours salespeople use when selling.“CEB – The Corporate Executive Board“37% of salespeople are consistently effective. What’s more, some of the behaviours of the remaining 63% actually drove down performance.”Harvard Business Review“Top performing salespeople are 12 times more productive than an average performer. About one third of the difference is due to technical skill and cognitive ability, while two thirds is due to emotional intelligence.”Daniel Goleman, Working with Emotional IntelligenceThe ability to regulate emotions helps improve perceptions of trustworthiness and integrity – incredibly important attributes for the professional salesperson.Understanding emotions and those of others helps us to display more empathy, helps us to ask wiser questions, suggest better solutions, and handle objections more effectively.At L’Oreal, sales professionals hired based on their emotional intelligence outperformed their peers by $90,000+ and the end of the first year.In a US insurance company, insurance sales agents weak in specific emotional intelligence skills, like empathy, sold average premiums of $54,000, while those with strong emotional intelligence sold average premiums of $114,000.Amex reported a 2% increase in sales after 3 days of emotional intelligence training.Customers or clients are buyers who purchase based on emotion and justify their choice with logic. Today, customers are able to justify their decisions online and elsewhere without any input at all from salespeople.  It’s the connection you make, how well you work through their objections, and how confident you help make them feel that helps you make the sale.How well you deliver on your promises, maintain the relationship and help the customer navigate internal disagreements that helps keep them loyal.  Emotional intelligence is the critical competency underpinning all this.Salespeople with high levels of emotional intelligence are able to reflect on their own emotions and adjust them to best fit with the customer and the situation that they are dealing with.They can anticipate and plan sales interactions to help ensure the customer feels valued and confident in dealing with them.  Salespeople with high emotional intelligence are more capable of managing and adapting their own emotions to support and influence the emotions of their customers in a subtle way that brings about positive interactions and builds relationships.This course will help you improve your understanding of emotions and emotional intelligence in selling.  Included are a range of practical tools and techniques for applying emotional intelligence in sales interactions with clients and customers. Customers come in all shapes and sizes.  Understanding the nature of each individual customer's needs will improve your sales and ensure optimum customer care.When you learn skills to respond rather than react to behavioural differences, you conserve energy for what is really important - fulfilling customer's needs.The course will help you to differentiate the needs of customers and plan strategies to meet those needs. This highly practical course is unusual because it considers emotional intelligence as a fundamental part of selling.   The course doesn't cover prospecting and ways to get a sales appointment, these require the use of emotional intelligence in other ways!  The course covers the way that you engage with customers before, during and after a sales meeting through the application of emotional intelligence to make authentic decisions and build quality relationships.The course provides a step-by-step approach to applying emotional intelligence principles to your sales process focusing on working with the emotions of your customer and how these influence their social interactions.  The course will help you to develop your skills in asking questions around needs, listening, presenting your product or service and handling objections underpinned with emotional intelligence.  Within this course, you learn how toRecognise the importance of emotional intelligence in selling and how you can use it to build your relationships with your customersDetermine how your attitude to selling influences your sales successIdentify the emotions that drive the selling process and how to work with them effectivelyDescribe your uniqueness in terms of what you are selling and how you sell itDiscover emotionally intelligent ways to sell through needs-based sellingExamine ways to handle objections with confidenceIdentify the four social interactions style that drive customer / client behaviourExplain how to work with and sell to each social interaction style for maximum successSolve problems for your customers / clients by becoming a trusted resource and advisorThe course is being continually refined and updated to ensure it remains current and relevant.  Feedback is always welcome.  All PDFs can be completed online and are Section 508 / ADA Accessibility compliant. All videos are High Definition recorded in 1080p.All videos have grammatically correct English captions.Latest update - September 2022

Overview

Section 1: Determining your Approach and Attitude to Sales and Selling

Lecture 1 Introduction to the Course "Sales and Selling with Emotional Intelligence"

Lecture 2 About this Course on Udemy

Lecture 3 Are you a Natural Sales Person?

Lecture 4 Practical Activity: Your Emotional Intelligence and Selling

Lecture 5 Selling with Emotional Intelligence - Learning Outcomes

Lecture 6 The Relationship Between Selling Skills and Emotional Intelligence Skills

Lecture 7 Practical Activity: Developing a Unique Selling Proposition

Section 2: The Importance of Emotional Intelligence in Sales and Selling

Lecture 8 Defining Emotional Intelligence

Lecture 9 Insights into Emotions

Lecture 10 More about Emotional Intelligence in Sales Situations

Lecture 11 Emotions in Selling

Lecture 12 Emotional Drivers in Selling

Lecture 13 Greed - What I Want To Gain

Lecture 14 Fear - What I Am Afraid Of Losing

Lecture 15 Altruism - What Will Help Others

Lecture 16 Envy - What Others May Gain Over Me

Lecture 17 Pride - What Will Be Good Choices

Lecture 18 Shame - What Will Be Bad Choices

Section 3: Needs Based Selling

Lecture 19 Introducing Needs Based Selling

Lecture 20 Pre-Call Objectives

Lecture 21 The Importance of Empathy and Rapport

Lecture 22 Uncovering Needs Through Conversations

Lecture 23 Questioning Techniques in Selling

Lecture 24 Using Features and Benefits to Satisfy Needs

Lecture 25 Handling Objections

Lecture 26 Some Techniques for Handling Objections

Lecture 27 Handling Really Awkward Objections

Lecture 28 Practical Activity: Objection Handling Techniques

Lecture 29 Comfortable Closing

Section 4: Quiz: Identifying Probes in a Sales Meeting

Section 5: The Four Social Interaction Styles

Lecture 30 Selling and the Four Social Interaction Styles

Lecture 31 Practical Activity: Assessing your Social Interaction Style

Lecture 32 The Driver Social Interaction Style

Lecture 33 Selling to the Driver Social Interaction Style

Lecture 34 The Expressive Social Interaction Style

Lecture 35 Selling to the Expressive Social Interaction Style

Lecture 36 The Amiable Social Interaction Style

Lecture 37 Selling to the Amiable Social Interaction Style

Lecture 38 The Analytical Social Interaction Style

Lecture 39 Selling to the Analytical Social Interaction Style

Section 6: Quiz: Selling and the Social Interaction Styles

Section 7: Sales and the Social Interaction Styles

Lecture 40 The Stress Responses of the Social Interaction Styles

Lecture 41 Practical Activity: Assessing the Social Interaction Style of Others

Lecture 42 Ideal Behaviour for Ideal Interactions

Lecture 43 Using your Understanding of the Social Interaction Styles

Lecture 44 Being Flexible with the Social Interactions Styles

Lecture 45 Practical Activity: Selling to your Least Preferred Social Interaction Style

Lecture 46 How the Social Interaction Styles use their Emotional Intelligence

Section 8: Quiz: Selling to Challenging Customers

Section 9: Moving the Sales Relationship Forward

Lecture 47 Managing Anger and Frustration

Lecture 48 Behavioural Responses Under Stress

Lecture 49 Adapting to Disengaged Behaviour

Lecture 50 Practical Activity: Three Good Things

Lecture 51 Concluding the Course with Two Important Questions

Section 10: Concluding the Course

Lecture 52 How to Access your Udemy Certificate

Lecture 53 Bonus Lecture

Anyone currently working in sales looking to improve their skills, their relationships and their performance,Anyone considering a career in selling and as a professional sales person,Anyone who interacts with customers / clients on a day to day basis