Emotional Intelligence is the Key to Selling.

Work Winning Ways with Gary Williams.

The Questas Podcast: Episode Three

ABOUT THE GUEST

In this episode, Gary is joined by Alison J Coates, founder member of Re\vo. She is a GENOS certified Emotional Intelligence Practitioner and Life Coach. She also holds an MA in Industrial Psychology. Alison has 25 years of experience in business change management consultancy and project management.

Throughout the episode, Gary and Alison explore the world of emotional intelligence. They focus on the impact it has on business development, sales and training.

KEY TAKEAWAYS

Alison runs a suite of different programmes to help businesses and employees with emotional intelligence. After assessing clients & employees they then offer coaching, both one on one and in group settings and training.
The clients Gary works with generally have a skill based profession and mindset. As they have progressed in their careers they have then had to try and learn how to sell to work with clients. This can often be overwhelming and scary. Alison believes having the confidence to make intelligent emotional decisions can help with this.
Somebody who is good at selling is usually just someone who is good at listening. It doesn’t matter your background or skills, because if you can listen and build relationships, you can sell.
Listening is a skill that can be learnt. It can be improved and perfected. There are varying ways to do this. Alison’s favourite way is to recognise and own our own distractions. One way to do this is to try and to maintain eye contact when the other person is speaking.
Having an awareness of self is the first building block to emotional intelligence and growth.
There is a common myth that to be a good salesperson you need to be an extrovert. But this is simply not the case. Often introverts have a high level of authenticity and emotional intelligence. These are great skills for selling.

BEST MOMENTS

“When we understand that our emotions drive our decisions and in our performance we can reverse engineer them. So we can then really start to appreciate how important emotions are in any decision-making process”

“Asking a good question demonstrates your level of credibility”

“Trust builds from vulnerability”