You might have heard the term ‘emotional intelligence’, a phrase synonymous with Daniel Goleman’s book. The best definition I’ve heard for emotional intelligence is being objective about your emotions and subjective about the other person’s. In other words, you get to see a situation – and yourself – from the other person’s point of view. The better your understanding of your prospect, the more objectively and clearly you can see their point of view. You gain clear insight into their needs, dreams, and desires.
You also gain insight into how you can create clear solutions for them. Business is about making solutions for people – making their lives easier in some way, whether that’s giving them greater convenience, more time with their family, or a feeling of luxury in their lives. The more you discover what drives your prospect and talk to that deep-seated desire, quickly and effortlessly, the more you can solve their problem. That, in turn, saves you time and energy trying to convince them how good you, your services, or your products are. This way, you pitch your story to a prospect, rather than at them. We need to be highly emotionally intelligent when we’re making a sale.
To your sales success
P.S. This is an excerpt from the forthcoming book, 'True Brand Toolkit: How to Bring in Big Money for Your Small Business.'