Isnare Free Articles
Authors Contents [Add OpenSearch]
Distribute your articles to more than 6,000+ sites and 40,000+ email group publisher subscribers for as low as $2 / article...
Index  Article Directory  Business
Embed this Article  
Patrick  McGuinness

Patrick McGuinness x 8 articles

Liked the article? Consider buying me a beer!
$

Most Recent Videos Most Recent Videos

Emotional Intelligence skills are essential for you as a professional if sales are part of your job. Emotional intelligence skills help you understand yourself and attend to your customer's thoughts and feelings. However, there are a number of techniques and practices that, when combined with powerful emotional intelligence skills, can help you to lead your markets and niches. Understanding these techniques takes time and careful study.

Old School Sales:

Sales trainings in the past used the cookbook approach. A procedure determines what is said and when. The problem is that people are complex. There are an endless number of variables that determine the decisions we make. Knowing how to interact with people more affectively creates a clear advantage for the sales professional.

Having guidelines and procedures provide big picture awareness and prevent you from having to reinvent the wheel. The days of sales tricks, however, are long gone. Today's consumers are much more aware of psychological sales tricks. In addition, consumers have a natural aversion to gimmicks.

For example, you walk into a store and you notice that the sales person is using a "yes set" and the customer is agreeing with them. The "yes set" is designed to use the customer's own logic and enthusiasm against them, convincing them to buy.

What you can't see, while the customer is agreeing on the surface to avoid an uncomfortable or awkward experience is beneath the surface. On the inside, they are aware that some "technique" is being used on them. The customer makes her decision not to buy, precisely at this point. Instead, she feels nervous and mildly resentful. Now she's thinking about how to politely…. run away from the salesperson.

Today's Sales Professionals:

Without an attempt to be real, we feel conned. The feelings that result when a customer believes they are being conned doesn't close a sale. We are more likely to feel resentful or suspicious when a professional is not being real with us.

Many times, what wins a client over is the fact that the sales person admitted to a limitation of the product or service they were selling. You show your clients respect when you are real with them.

One powerful skill that a sales professional has when they are speaking with a prospect is establishing rapport. We are far more likely to buy from someone we feel we can trust, so making a personal connection is important.

Rolling with a client's resistance to buy is another crucial skill because it maintains the personal connection. One application might be, admitting the shortcomings of a product or service. The sales person can move the consumer toward an explanation about the benefits and strengths of their product only, if the customer is not psychologically guarding himself or herself from the sales person. Avoid giving a phony line, scripted by management to deny the shortcomings of a product or service.

Imagine buying a foreign car. You ask the sales person, "I've heard that parts are more expensive to replace as compared to American cars." Try this emotional intelligence test. Notice thoughts and feelings that are stirred in you when you hear the following responses.

Response A: "No, that's not true. Our repairs department charges the same to repair a Saab as they do to fix a Ford or a Chevrolet."

You think to yourself, "this guy is either stupid or a liar."

When you start to feel conned, your next thought is, "how can I gracefully… run away." How does it change when the sales person simply agrees with you?

Response B: "Yes, it's often more expensive to repair a Saab."

Now, the issue is diffused. It's difficult to fight with someone when they agree with you. The sales person high in emotional intelligence will use patients and then ask the customer, "What made you want to look into driving a Saab?" This lets the customer share with you the reasons they are considering a Saab in the first place. "They're safe cars," "they're fun to drive," "my uncle had one when I was a kid," "I always thought they were so cool." Now, you are giving the customer the opportunity to convince him or herself to buy the Saab.

Emotional intelligence skills allow for a more natural approach to sales. Good training procedures are crucial but tricks and gimmicks are old school. Challenge your self with action business coaching or life coaching tips to learn these skills.

Emotional Intelligence skills are essential for you as a professional if sales are part of your job. Emotional intelligence skills help you understand yourself and attend to your customer's thoughts and feelings.

Old School Sales:

Sales trainings in the past used the cookbook approach. A procedure determines what is said and when. The problem is that people are complex. There are an endless number of variables that determine the decisions we make. Knowing how to interact with people more affectively creates a clear advantage for the sales professional.

Having guidelines and procedures provide big picture awareness and prevent you from having to reinvent the wheel. The days of sales tricks, however, are long gone. Today's consumers are much more aware of psychological sales tricks. In addition, consumers have a natural aversion to gimmicks.

For example, you walk into a store and you notice that the sales person is using a "yes set" and the customer is agreeing with them. The "yes set" is designed to use the customer's own logic and enthusiasm against them, convincing them to buy.

What you can't see, while the customer is agreeing on the surface to avoid an uncomfortable or awkward experience is beneath the surface. On the inside, they are aware that some "technique" is being used on them. The customer makes her decision not to buy, precisely at this point. Instead, she feels nervous and mildly resentful. Now she's thinking about how to politely…. run away from the salesperson.

Today's Sales Professionals:

Without an attempt to be real, we feel conned. The feelings that result when a customer believes they are being conned doesn't close a sale. We are more likely to feel resentful or suspicious when a professional is not being real with us.

Many times, what wins a client over is the fact that the sales person admitted to a limitation of the product or service they were selling. You show your clients respect when you are real with them.

One powerful skill that a sales professional has when they are speaking with a prospect is establishing rapport. We are far more likely to buy from someone we feel we can trust, so making a personal connection is important.

Rolling with a client's resistance to buy is another crucial skill because it maintains the personal connection. One application might be, admitting the shortcomings of a product or service. The sales person can move the consumer toward an explanation about the benefits and strengths of their product only, if the customer is not psychologically guarding himself or herself from the sales person. Avoid giving a phony line, scripted by management to deny the shortcomings of a product or service.

Imagine buying a foreign car. You ask the sales person, "I've heard that parts are more expensive to replace as compared to American cars." Try this emotional intelligence test. Notice thoughts and feelings that are stirred in you when you hear the following responses.

Response A: "No, that's not true. Our repairs department charges the same to repair a Saab as they do to fix a Ford or a Chevrolet."

You think to yourself, "this guy is either stupid or a liar."

When you start to feel conned, your next thought is, "how can I gracefully… run away." How does it change when the sales person simply agrees with you?

Response B: "Yes, it's often more expensive to repair a Saab."

Now, the issue is diffused. It's difficult to fight with someone when they agree with you. The sales person high in emotional intelligence will use patients and then ask the customer, "What made you want to look into driving a Saab?" This lets the customer share with you the reasons they are considering a Saab in the first place. "They're safe cars," "they're fun to drive," "my uncle had one when I was a kid," "I always thought they were so cool." Now, you are giving the customer the opportunity to convince him or herself to buy the Saab.

Emotional intelligence skills allow for a more natural approach to sales. Good training procedures are crucial but tricks and gimmicks are old school. Challenge your self with action business coaching or life coaching tips to learn these skills. Today's sales professionals require emotional intelligence skills to prevent customers and clients from wanting to run away.

Rate this article:
Click here to learn more about emotional intelligence skills. Visit our website to get a free, comprehensive consultation now: http://www.mountainviewconsulting.com/
Important NoticeDISCLAIMER: All information, content, and data in this article are sole opinions and/or findings of the individual user or organization that registered and submitted this article at Isnare.com without any fee. The article is strictly for educational or entertainment purposes only and should not be used in any way, implemented or applied without consultation from a professional. We at Isnare.com do not, in anyway, contribute or include our own findings, facts and opinions in any articles presented in this site. Publishing this article does not constitute Isnare.com's support or sponsorship for this article. Isnare.com is an article publishing service. Please read our Terms of Service for more information.

Most Recent Articles

Renovate Your Lawn Beautifully With Lawn Care and Maintenance Services

An Article by LAZICH LEO in Gardening

3 days ago

An unkempt and ugly lawn is not only an eyesore, it also creates a negative impact on your property. If you have let go of lawn care so much so that it is over run with weeds or shows bare patches, a lawn renovation is in order. Repairing your lawn may be a good idea if the about 25% of your lawn is in bad shape...

Custom Hanging Signs Sydney - Affordable Way of Promoting Your Business

An Article by Mike Layman in Marketing

3 days ago

Hanging Signs are not just an amazing and highly cost effective way of advertising your products and services; they are easier to setup in comparison to other advertisement signs – just hang them from a pair of hooks or whatever and you're done. Needless to add, this also makes them more economical than other outdoor or indoor advertisement material...

Armor Your Laptop in Style With Printable Laptop Sleeves

An Article by Rohit B in Finances

3 days ago

To help you with both of your purposes, let us discuss about such a service which will help you out here to create your own laptop sleeve. So as I told you in the above paragraph, which I would have started my personal service or something to help you out of this situation. But let me inform you what you must be thinking is just something hypothetical, but that’s not true...

Start School in Time by Using Automatic School Bell

An Article by Vivency Global in Education

3 days ago

School is first place where children learn discipline, good manners and punctuality. The automatic school bell solutions are really important and makes away from manual errors. Humans may ring the bell at in appropriate time but the machine cannot. The most of the school are digitalized with interactive boards, automatic bells, CCTV and many...

Applying For No Credit Check Mortgage Loan? – Expert Tips to Follow

An Article by Roy Robbins in Finances

4 days ago

Interestingly, the option of no credit check mortgage loan has been made available by some lenders. So, one does not need to undergo tedious process of credit assessment. However getting quick approval for an affordable mortgage no credit check loan is not easy. Some stringent approval criteria may apply...

70-345 Microsoft Exchange Server 2016 Study Books

An Article by Chung Crissler in Internet

4 days ago

Examunion offers you a comprehensive look at the best prospects available in 70-345 exam questions throughout the Industry. Not only will you be given theoretical, but also given 70-345 Microsoft Exchange Server 2016 study books which will give you even more practice than before. Try our Designing and Deploying Microsoft Exchange Server 2016 70-345 exam test today and succeed in your Designing and Deploying Microsoft Exchange Server 2016 70-345 exam...

Microsoft MCSE 70-339 Practice Exam SharePoint Server 2016 70-339 Questions Material

An Article by Chung Crissler in Education

4 days ago

Maybe on other web sites or books, you can also see the related training materials. But as long as you compare Examunion product with theirs, you will find that our product has a broader coverage of the certification exam's outline. You can free download part of Microsoft MCSE 70-339 exam books from Examunion website as a try to detect the quality of our products...

Gain Weight and Build Muscle

An Article by Arati Shah in Wellness, Fitness and Diet

4 days ago

Several individuals do not succeed in their passion to maintain a healthy diet due to the lack of knowledge of eating healthy at work. When at work, many find it difficult to stay committed to a diet plan due to several unavoidable reasons such as colleagues might request to eat with them, availability of lots of delicious food at workplace, etc...

XenApp and XenDesktop 7.6 LTSR 1Y0-202 Questions

An Article by Kruis Barry in Education

4 days ago

1Y0-202 is a challenging exam, with our XenApp and XenDesktop 7. 6 LTSR 1Y0-202 questions; you can feel safe with our question and answers that will help you in obtaining your successful completion of your 1Y0-202 exam. All of our practice exams including the 1Y0-202 exam will prepare you for success...

VSphere 6.5 Foundations Exam 2V0-602 Dumps

An Article by Kruis Barry in Education

4 days ago

Passcert vSphere 6. 5 Foundations 2V0-602 dumps 2V0-602 help you to save a lot of time and effort. You 2V0-602 also use the extra time and effort to earn more money. Passcert provide you the product with high quality and reliability. You 2V0-602 free download online part of Passcert providing vSphere 6...

Citrix Certification 1Y0-202 Exam Answers Passtcert

An Article by Nigel Reyez in Computers and Technology

4 days ago

Passtcert is a website which can help you save time and energy to rapidly and efficiently master the Citrix certification 1Y0-202 exam related knowledge. If you are interested in Passtcert, you can first free download part of Passtcert Citrix Certification 1Y0-202 exam answers on the Internet as a try...

Benefits to Your Wedding Provided by Limo Service in Pittsburgh, PA

An Article by Iris K. Allen in Marriage

5 days ago

Using professional transportation on your wedding day may seem like a given and a basic booking to make, but considering the effect that it can have, you’d serve your wedding day well to be selective with your booking. Find a worthwhile company and secure every wedding transportation need with a suitable Pittsburgh Limousine...

Mark the Family Wedding With a Denver Bus Rental

An Article by Lucille W. Hill in Travel

5 days ago

The obligatory family wedding comes with challenges, but it also offers opportunities. A Coach Bus Denver will make it possible for your extended family to reconnect, save some cash, and all attend the family wedding as part of a group. Take Note of Transportation NecessitiesComprehensive research into all elements of transportation should come before you make reservation from any of the Charter Bus Companies Denver...

Killtest 2017 Microsoft MCSA 70-764 Test Questions Microsoft 70-764 Practice Test

An Article by Delia Green in Education

5 days ago

70-764 Administering a SQL Database Infrastructure is among the many most respected exams so you can get good work opportunities. We can complete devoid of much frantic use the particular help regarding Microsoft MCSA 70-764 Test Questions Microsoft 70-764 Practice Test that are exclusively made for people who will need advice...

2V0-602 VSphere 6.5 Foundations VMware VCP6.5-DCV 2V0-602 Exam Test Prep

An Article by Morris Porreca in Education

5 days ago

About VMware 2V0-602 exam, you can find these questions from different web sites or books, but the key is logical and connected. Our questions and answers will not only allow you effortlessly through the exam first time, but also can save your valuable time. Examgood can provide professional and high quality products...

MLA Style Citation:
McGuinness, Patrick "Emotional Intelligence Skills For Customer Retention." Emotional Intelligence Skills For Customer Retention. 01 Jun. 2014 Isnare.com. 20 Aug. 2017 <https://www.isnare.com/?aid=1419632&ca=Business>.
APA Style Citation:
McGuinness, Patrick (2014, June 01). Emotional Intelligence Skills For Customer Retention. Retrieved August 20, 2017, from https://www.isnare.com/?aid=1419632&ca=Business
Chicago Style Citation:
McGuinness, Patrick "Emotional Intelligence Skills For Customer Retention." Emotional Intelligence Skills For Customer Retention Isnare.com. https://www.isnare.com/?aid=1419632&ca=Business
Copy and paste the code below to embed this article:
<a class="embedly-card" href="https://www.isnare.com/?aid=1419632&ca=Business">Emotional Intelligence Skills For Customer Retention</a> <script>!function(a){var b="embedly-platform",c="script";if(!a.getElementById(b)){ var d=a.createElement(c);d.id=b,d.src=("https:"===document.location.protocol?"https":"http")+"://cdn.embedly.com/widgets/platform.js"; var e=document.getElementsByTagName(c)[0];e.parentNode.insertBefore(d,e)}}(document);</script>