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Sales and emotionalintelligence go together like skiing and snow. Since the 1960s, emotionalintelligence has been recognized as a critical component of both personal and professional success. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotionalintelligence or “ soft skills.”
Emotionalintelligence. My definition for emotionalintelligence is the capacity to be aware of one’s self and to express one’s emotions and handle interpersonal relationships judiciously and empathetically. It starts with communication. Why is that? I think it’s too much one-size-fits-all leadership.
These are both good strategies, but the true differentiator is the sales professional and their emotionalintelligence. Successful sales professionals differentiate themselves three ways: They are highly emotionally intelligent. They’re empathetic and highly emotionally intelligent. EI is a perishable skill.
Sellers need sophisticated communication and consultative skills to understand varying stakeholder needs. Heres a breakdown of a typical B2B buying committee and communication strategies. More stakeholders means longer sales cycles. Theyre looking for ROI and big-picture value.
An important assessment that I use a lot is for EmotionalIntelligence (EQ). EQ covers a lot of the important abilities people need to support good communications and relationships. Furthermore, whereas personality is fairly fixed we can improve our emotionalintelligence. kimtasso.com). kimtasso.com).
Personally, I think emotionalintelligence (EQ) – particularly self-awareness – and the art of communication to promote collaboration should be in the list. In this rapidly changing world, what would you consider the essential leadership qualities? The post Top six leadership qualities? appeared first on Kim Tasso.
EmotionalIntelligence Develop emotionalintelligence soft skills to read and respond to customer emotions. Practice communicating ROI and long-term benefits to create cross-sell and upsell opportunities. Effective Follow-Up Establish a systematic approach to post-sale communication.
And here are 20 insights on change management processes and communication. Consider the change process from the individual’s (emotional) and organisation’s (rational) perspectives and consider the behaviour changes required. Plan the change process carefully – including stakeholder communication at every stage.
EmotionalIntelligence for Sales Success: Connect with Customers and Get Results. In today’s world of Artificial Intelligence (AI) and digital communication, the chance to build an emotional connection with a prospect is fleeting. Authentic communication. By: Colleen Stanley. Provides actionable advice!
Lean on these 23 best learning and development blogs to gain insights on elevating L&D at your organization. The Learning Guild Community’s TWIST As the official blog of The Learning Guild, TWIST provides bi-weekly blog posts that share a compilation of L&D content, trends, and insights.
There are four core modules and two optional modules: Core Modules Components Facilitator EmotionalIntelligence – The skills that matter most for effective leadership Use EQ to lead, engage and succeed as quickly and as powerfully as possible Addresses self-awareness, emotional regulation, adaptability and persuasive communication EQ-I 2.0
This requires you to listen carefully to what is being said and to observe non-verbal communication that might suggest that there is something else to consider. A good example of a limiting belief comes from running. When people didn’t believe a person could run a mile in under four minutes – this became a limiting belief.
Empathy is one of the core elements of emotionalintelligence. There’s a short (eight minutes) video explainer on empathy and emotionalintelligence. . And this book explains emotionalintelligence and includes a self-assessment of your EQ in four key areas. . Let me explain. . Congruence.
Diversity and inclusion (communicating for D&I) is covered well here Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com) ). But since 2007 companies advertising C-suite openings have increasingly emphasised the importance of social skills and de-emphasised operational expertise.
An article in October 2022 in Training Magazine argued that the four most important soft skills to prioritise for remote work – to bridge the distance gap – were emotionalintelligence (I devoted an entire chapter to this topic in my book), next-level communication (ie over-communication), active listening and conflict resolution.
0% Vision and leadership 30% Developing a business plan 30% Operational management 20% Strategic marketing 20% Marketing communications/promotions 0% Selling/referrer relationships Is your business and marketing planning focused on your department (inside out) or your markets (outside in)?
5 Ways to Spark (or Destroy) Your Employees’ Motivation (neuroleadership.com) During my training as a counsellor and psychotherapist I learned a lot about the fight, flight, freeze and fawn response s triggered by perceived threat.
All communications were disrupted during lockdown – the telephone once again became a valuable means of communications in the absence of face-to-face meetings. For less experienced people, the telephone is a medium where – as it is a truly interactive mode of communication – there was little control and more uncertainty.
World-Class Communication Skills To deliver actionable information in a relatively short timeframe, a top-notch sales trainer will be able to communicate complex concepts in a way that resonates with sellers. Make sure your prospective trainer has earned their stripes through real-world selling experience.
Sometimes a simple shift in how we think (as we do when we reframe Two big guns of communication – face time and reframing (kimtasso.com) ) leads to changes in our behaviour, which in turn elicits different emotions, reactions and behaviours in others. And what you need to change before urging others to change.
Delegates represented a variety of roles – many were MBD generalists covering a range of activities (planning, marketing communications, client listening, account management, campaigns, pitches etc). Others specialised in subjects such as events and internal communications.
Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. Here are the highlights on Referrer and Intermediary Management – Silos, Targets and Culture.
14% Responding better to telephone enquiries (and conversion) 43% Improving client service on the telephone 14% Building relationships on the telephone 29% Using the telephone to reach people proactively (initiate sales conversations) How would you assess your emotionalintelligence?
A press campaign coincided with a Vario networking and training event – including emotionalintelligence coaching for dealing with clients – supporting the idea that the work was not easy to replicate with AI solutions. After a year, Vario was contacted for comment as a matter of routine by the media.
Telephone Confidentiality Some forms of communication are known to be confidential – for example: email (assuming good cybersecurity) and WhatsApp (encryption). An introduction to emotionalintelligence (EQ) and empathy (Video) (kimtasso.com) Two thirds felt their personality was mostly dog and a third mostly cat.
In a July 2022 article in Forbes he lists: Digital literacy Data literacy Technical skill Digital threat awareness Critical thinking Judgement and complex decision making Emotionalintelligence and empathy Creativity Collaboration and working in teams Interpersonal communications Working in gigs Adaptability and flexibility Cultural intelligence and (..)
I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid lockdowns or a by-product of the digitisation of communications. First, it looks at the way leaders communicate with their people and help shape organizational culture.
Click below to access our AI-generated version of this blog article! Our MDI trainer and partner Vladimir Novac asked around and collected a few thrilling insights on the connection between artificial and emotionalintelligence. Enjoy reading! Recommendations can be based on ongoing assessments and feedback.
In addition, being transparent and keeping communication open, both during and after the negotiation process, can help build trust between parties. Rapport is the close relationship between two people or groups who share similar ideas or feelings and communicate effectively with one another. Persuasive Communication.
If you lead a sales team, don’t leave your agents empty-handed; give them the training and resources they need to be prepared to communicate with customers and prospects. Training Sessions One way to gain knowledge and confidence to communicate with prospects and customers is to practice the craft in training sessions.
We require communication to survive”. This sense of safety is passed onto others in a process called co-regulation (see Emotional contagion, delegation, coaching and team meetings (kimtasso.com) ). There’s guidance for parents on how to help children recognise and name emotions and to model stress tolerance.
An introduction to emotionalintelligence (EQ) and empathy (Video) (kimtasso.com). How can I improve my cross cultural communication (kimtasso.com) Curiosity Humans are curious. Show them by evoking emotions. Stories were the original form of communication – before writing existed. Show them with evidence.
In this blog post, we'll explore why some sales teams are investing in AI, why others aren't, and which companies are leading the way in AI adoption. While AI can help automate specific tasks and provide insights — it can't replicate personal interaction, empathy, and emotionalintelligence needed for developing trust with clients.
The leader of self is self-aware, possessing emotionalintelligence, demonstrating trustworthiness, and building one’s resilience for the turbulent voyage of leading through accelerating change. The leader of others leads teams and drives performance by communicating in ways that motivates, inspires, and builds trust.
Cross-Functional Collaboration Coordination with internal teams (sales, customer success, product) Effective communication of account needs internally Engagement in cross-functional problem-solving 6. EmotionalIntelligence (EQ) – Building strong relationships requires empathy and adaptability.
Without realizing it, your sellers may be pushing potential buyers away by using the wrong communication approach. Communication Tips: Sales professionals should avoid chit-chat, keep a fast pace, and give direct answers without a lot of “fluff.” Communication Tips: Sales professionals should avoid rushing to a sales pitch.
I also wrote a blog post about one of Helen’s digital products here: System review: CogniClick for instant, personalised research (kimtasso.com) ) Further details of the author: Helen Kensett | LinkedIn Overview This simply but powerfully illustrated little black book comprises 260 pages. My books are listed here Publications by Kim Tasso.
CommunicationCommunication is the most important selling skill. Sales Development Tip: Encourage your sellers to study effective communication strategies, to practice presenting (in person and virtually), and to seek feedback on their communication style. Use assessments to help them understand communication styles.
Our team is communicative in terms of things that they'd like to do to decompress," Elsesser explains. Ultimately, increasing sales productivity in 2021 and beyond will rely on solid management, patience, empathy, open communication, and recognizing team needs. Encourage your team to decompress. Boost Sales Productivity Like the Pros.
Other teams did equally well in their role play with great non-verbal communication Non-Verbal Communication (NVC) – the basics (Video) (kimtasso.com) and the GPT (Guinea Pig Test). Throughout the day we also considered how best to structure a M&BD team and a post on this will be produced shortly.
Increase Your EmotionalIntelligence (EQ). Emotionalintelligence, also referred to as Emotional Quotient, is the ability to be aware of one’s own emotions and the emotions of others, and to manage them in a productive and empathetic manner. You can read more about EQ here.
Social media accounts, websites, digital portfolios, blog articles, and the various ways you communicate all contribute to your unique identity and image. Imagine if Elon Musk started sharing inspirational tweets full of empathy and emotionalintelligence. Unaware of your personal brand? Is this a person I can depend on?
Book review: The Management Shift by Vlatka Hlupic (kimtasso.com) Change management book – Switch (Chip & Dan Heath) (kimtasso.com) Education and internal communications People experience anxiety and fear when they are uncertain. Ask them to provide coaching and mentoring support to the next generation.
When we meet someone, we show interest in them and learn about them (to build empathy and see the world through their eyes An introduction to emotionalintelligence (EQ) and empathy (Video) (kimtasso.com) ) by asking questions. Questions are important when we meet someone new. For example, when we first meet at a networking event.
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