Rotman's Sales Club (Extract 09)
DEVELOP YOUR EMOTIONAL INTELLIGENCE
Find your happy in sales.
How you interpret any situation impacts how you react and how happy and fulfilled you are with the work you do, especially in sales.
I find when I coach sales people it’s so easy for them to fall into a negative interpretation of what’s actually being said and ---- they make it all about them.
It’s odd; once the interpretation goes negative sales people ---- and, well, all human beings to be honest ---- start to speak from their personal filters, judgements, assessments and experiences of: is this right or wrong, true or false, good or bad? Unfortunately, this engages the ego and has them start to show up as right. The cost is the relationship and ultimately the sale.
To build a deep human-to-human connection, to make a contribution and be fulfilled in the work you do and to find your happy -- you must be customer focused in your approach. To do that you must feel what is going on emotionally with you and your client, listen to your intuition and use your voice to speak your truth.
Here’s a snap shot from my workshop with Rotman School of Business where I share my insights what on me focused is and how it may cost you the business.
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