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Monthly Archives: October 2010
FIVE KEY SKILLS FOR RAISING YOUR EMOTIONAL INTELLIGENCE Emotional intelligence (EQ) is a different type of intelligence. It’s about being “heart smart,” not just “book smart.” The evidence shows that emotional intelligence matters just as much as intellectual ability, if not more so, when it comes to happiness and success in life. Emotional intelligence helps you build strong relationships, succeed at work, and achieve your goals. The skills of emotional intelligence can be developed throughout life. You can boost your own “EQ” by learning how to rapidly reduce stress, connect to your emotions, communicate nonverbally, use humor and play to deal with challenges, and defuse conflicts with confidence and self-assurance. What is emotional intelligence? Emotional intelligence is the ability to identify, use, understand, and manage your emotions in positive and constructive ways. It’s about recognizing your own emotional state and … Read More…
I was in a car dealership last Friday when I overheard a salesperson ask a customer, “Tell me what your goal is today.” No doubt he had learned this question at a sales training seminar somewhere. The customer responded by saying, “Oh, well, I…I’m really just trying to get some ideas as to what’s out there.” To which the salesperson responded, “No problem. I promise not to pressure you into buying anything today.” Sounds like a nice, friendly exchange, right? Sounds like we will all get along quite nicely. Sounds like a respect-based relationship is up and running. Except for one thing: the customer was lying! In all likelihood, the customer’s original knee-jerk comment was nothing more than a protective response against the salesperson’s difficult question. And it was, in fact, a difficult question, attempting to pin the customer down … Read More…
You’ve heard it before, right? “We’re probably a year away from purchasing.” Or, “We’re really just out looking around.” Or, “Actually, we’re not even in the market for a home – we’re just seeing what’s out there.” Unfortunately, these very statements often mean the end of the sales process for too many salespeople. After all, why spend time with someone who isn’t even thinking about purchasing, at least not soon? Are those customers just saying that, or is it a smoke screen. You may not want to hear this, but many of those customers actually believe what they are saying. If you hooked them up to a polygraph machine, they would pass. But what is missing from that customer’s statement? What is incomplete? What is incomplete in their paradigm? To answer, you just need to have a conversation with my … Read More…
In their excellent new home sales book The Basic and The Magic, authors Richard Tiller and Suzanne Neff offer five characteristics that customers are looking for from sales professionals. You can use this as a checklist for your own effectiveness. The book, by the way, is available at www.richardtiller.com, and I highly recommend it. Here are the five characteristics from The Basics and The Magic: 1) Confidence. Your confidence becomes their confidence. It provides the encouragement and reassurance that are so important in life-changing decisions. 2) Enthusiasm. Your enthusiasm also increases their confidence. Enthusiasm is engaging. It makes people want to hear more. 3) Joy. Customers want to buy from happy salespeople. Joy is another source of reassurance for customers. Make sure every customer sees that you love what you do, not only because you enjoy it but also because … Read More…
I received an e-mail this week from a veteran sales pro; I suspect it might ask the question that is front and center in the minds of sales professionals across the country: Dear Jeff, How are you able to keep your positive perspective on life/sales in an industry that can jade someone so quickly? The job itself is taxing for sure, but lately it’s other Sales Counselors or managers that just disappoint me. Whether it’s lack of work ethic on a daily basis or lack of leadership, it’s disappointing. How do you face that, accept it, and move on in a positive way? These are important questions. And by that I mean BIG-TIME important. Your attitude affects every aspect of your success, in sales and in life. Building and maintaining a positive perspective is critical to your effectiveness. I don’t … Read More…
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