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

8 Beneficial Insider Tips For First-Time Visitors to San Francisco

An Article by Travelo Matrix in Travel

2 hours ago

San Francisco is a hilly city situated on the thumb tip of peninsula surrounded by the Pacific Ocean and San Francisco bay. The city is best known for dense fog, high-skylines, a crimson bridge, lanes lined with elegant Victorian homes and delectable food. But a first-time tourist gets baffled when he enters this fast-paced city...

Tech MNCs Handle Call Center Evolution With Tech Support Outsourcing

An Article by Mark Williams Jr in Business

2 hours ago

Call centers of all types are evolving. With multi-channel customer service and cloudsourcing, tech support, customer service and sales departments have had to adjust to new customer demands. Flexibility and adaptability are keys to business growth. Even tech-based multi-national companies understand the need for specialization...

Explaining the Wonderful Effects of Using Male Enhancement Pills

An Article by William Joshua in Medicines and Remedies

2 hours ago

Male enhancement pills are also described as male enhancement additives or organic pills. Choosing the finest out of the hundreds and thousands kinds of pills that are accessible in the market is a critical thing to do; these pills mostly include minerals and multi-vitamins. Natural Male Enhancement Pills primarily falls in the group of vitamins just like other dietary supplements...

IPad Mini Carbon Cases For Best Protection and Stunning New Design For Your IPad

An Article by Pauline Kennedy in Legal

2 hours ago

After purchasing your iPad and gazing at it with the eyes of a proud owner, the next thing you do is worry. How long will I have this before it gets a scratch. Will it always be this shiny and pretty. It's so light, What happens if I drop it. Don't worry proud owner, these fears are completely normal...

TOP 5 TIPS FOR HANDLING CUSTOMERS DURING HOLIDAY SEASON

An Article by Live Chat Agent in Business

10 hours ago

The holiday season is that particular time of the year when a business can gain unbelievable profits. However, these days the competition among businesses is high and customers have unreasonably high service expectations, especially during the holiday rush. In order to stand out from the crowd and maximize your holiday efforts, you need to consider the following tactics:Plan a strategy based upon previous year’s trends:This is the first and the most important tactic for providing an impeccable customer service during the holiday season...

Lpi LPIC-2 202-400 Practice Exam Lpi 202-400 Test Questions

An Article by Delia Green in Education

11 hours ago

Killtest has developed study materials for Lpi 202-400 exam. Through Killtest Lpi LPIC-2 202-400 Practice Exam Lpi 202-400 Test Questions training and learning passing Lpi 202-400 exam will be very simple. The Killtest Lpi LPIC-2 202-400 Practice Exam Lpi 202-400 Test Questions are including Lpi 202-400 test questions and answers...

Silhouette Shade Blinds Are a Beautiful Addition to Your Home

An Article by Julie Valencia in Home Management

11 hours ago

If you are looking for the perfect mix between the appeals of drapes, the ease of use provided by blinds, and the amazing shade provided by a honeycomb shade, the perfect solution is a silhouette shade. Even though these shades have not been around for long, they have rapidly become a popular option...

This Could be the Best Time For You to Buy Property at an Affordable Price in NCR Region

An Article by Shourya Group in Real Estate

12 hours ago

Shourya GroupShourya Towers Private Ltd. has been in the construction field since Feb 2004. This company is now a well-known company and has done projects worth INR 4055 crores in the past years. The Shourya Group has been erecting many residential and commercial buildings in Ghaziabad, Indirapuram and greater Noida...

Thule Roof Racks - Unrivaled Levels of Safety and Durability With the Perfect Fit

An Article by Charles Manfredi in Home Management

12 hours ago

ThuleFor seventy-five years, Thule has been a global leader in creating products that let active people soundly and stylishly transport their gear and belongings. Whether they are experienced professionals with a room full of medals and trophies or beginners just starting off on their adventures, Thule provides the perfect rack...

5 Whiskey Drinks That Every Liquor Lover Should Know

An Article by Bang Brews in Food and Drinks

12 hours ago

The whiskey market is doing better than ever. It is the one of the most famous drinks all over the world. Whiskey is a delicious and needs no justification or encouragement to be enjoyed neat or on the rocks. Whiskey has a central place in our hearts, as it represents and resides in different corners of the fine beverage world...

Common Mistakes People Make While Hiring Family and Affordable Wedding Photographers in Maui

An Article by Vikram KR in Marriage

12 hours ago

Every couple dreams of a picture-perfect wedding. They try out all the possible ways to make it successful starting right from the exotic venue, beautiful outfits to hiring the best vendors. But something which makes their wedding a memorable one is the photographs. Sometimes, couples make a bad decision by hiring a wedding photographer due to their lack of knowledge in this field of art and they end up in making few mistakes...

Foxmowing : Your First Stop When Looking For Mowing Franchise Opportunities

An Article by Phil Maunder in Business

12 hours ago

Buying a franchise is one way for individuals who once dreamed of running their own business to achieve that goal. There are other advantages. They include:• Lower risk of failure. • Being your own boss. • It’s easier to obtain loans. Outlook for Buying a FranchiseIn 2016, the Asia-Pacific Centre for Franchising Excellence stated that franchise sales and numbers had grown that year and that it foresaw, even more, growth in 2017...

Want to Start PreSchool | Start Your Own Playschool

An Article by Niharika Baig in Education

13 hours ago

A playschool is meant for kids under the age of 5 and is primarily aimed at providing quality education for kindergarten kids. So if you love kids then starting a playschool may be a good idea. - See more at: http://bangalore. citizenmatters. in/articles/3686-quick-guide-to-starting-a-playschool#sthash...

Custom Cedar Shutters - An Excellent Window Furnishing

An Article by JOSEPH ZAMMIT in Home Management

13 hours ago

When first used by the Tudors five hundred years ago, shutters were functional and provided protection from the elements. Window width then dictated whether they were installed on the inside or outside. As time and technology passed, they became less functional and were used less. They became popular again as the 21st century approached when interest in Victorian décor resurged and they are now one of the most popular window treatments and decorative elements...

Sobha Dream Acres Resale Snobbish and Amazingly Righteous Residential Location

An Article by Akanshatyagi Tyagi in Real Estate

13 hours ago

Sobha dream acres can be a sublime townhouse lofts, having 1 and 2bhk room extravagance condos situated in Panathur road, Bangalore. Sobha dream acres are a decent decision with respect to land manufacturers in Bangalore and additionally every time you may need another yearning stay and make memories everlastingly in that room...

MLA Style Citation:
McGuinness, Patrick "Emotional Intelligence Skills For Customer Retention." Emotional Intelligence Skills For Customer Retention. 01 Jun. 2014 Isnare.com. 28 Apr. 2017 <https://www.isnare.com/?aid=1419632&ca=Business>.
APA Style Citation:
McGuinness, Patrick (2014, June 01). Emotional Intelligence Skills For Customer Retention. Retrieved April 28, 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>