Emotions Matter Now More than Ever
With more interactions happening remotely, sales teams need an edge.
According to Forrester, 54% of sales reps said that losing the ability to meet with clients in person has hurt their ability to meet quota. At the same time, Gartner reports that only 23% of B2B sales reps believe they are equally effective selling virtually as they are in a live, onsite setting. What’s keeping sellers from connecting with virtual customers? The ability to read EQ.
3 Ways EQ impacts sales performance
Just how important are emotions to sales? According to Harvard professor Gerald Zaltman, 95% of purchasing decisions are subconscious, meaning they are primarily driven by how we feel. In face-to-face sales engagements, sellers can gauge a customer’s emotional state (EQ) and adapt their tactics to signs of interest, excitement or disengagement. In remote interactions, reading EQ becomes infinitely more difficult—unless sellers have an edge. Here’s how EQ impacts every level of sales performance:
The building blocks of EQ
Research shows that emotional intelligence—the ability to understand and manage one’s emotions and the emotions of those around you—is the strongest predictor of performance. Psychologist David Goleman identified four key pillars of EQ:
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