12 Ways toEnhance Selling with

Emotional Intelligence (EQ)

To learn more, go to:www.hudsonrc.com / Call 845.359.8800

Why is Selling Important?We all need this skill.

Sales Professionals

Health Care Professionals

Co-WorkersSelling is for all of us.

Teachers

Parents

Leaders

Employees who are committed and

engaged.

Patients who are responsible, active

partners in care.

Obtain buy-in and participation

for cross-functional initiatives.

Caring, responsible children and

citizens.

Loyal customers who value our products and

services.

Motivated, engaged students.

What is EQ?

• Ability to be aware of our emotions and the emotions of others…

And using this information to guide thinking and actions.

Why Does EQ Matter?

• Promotes better relationships and interactions• Prompts better decision making• Reduces stress• Expands options• Improves successful sales results.

12 Ways to Enhance Selling with EQ

1. Be sensitive to your own stress levels to make better choices when interacting with potential customers.

2. Pay attention to what you are feeling and what these emotions may reveal about context, timing and situations.

3. Use self-talk to better manage the fear of rejection (for example, “If we don’t move forward on this proposal right now, we may be able to modify it and more forward later.”).

4. Anticipate responses your interactions may trigger in others and have a plan to address them.5. Practice “positivity.” In contrast to negative emotions (such as judgment, fear, anger, intimidation),

which create tunnel vision and limit possibilities, positive emotions (such as interest, appreciation, gratitude and humor) helps widen possibilities and makes relationships more cooperative and trusting.

6. Use your knowledge of personal “hot buttons” or triggers to reduce a reflexive negative response. For example, if a condescending attitude is a trigger, don’t respond by being angry. Instead, consider why the other person may be exhibiting this and what this says about him/her.

Self-Awareness

Self-Management

12 Ways to Enhance Selling with EQ

7. Learn how to approach others with empathy.8. Sharpen your powers of observation so you can better assess others’ interests and

frame of mind.9. Use more questions than statements to understand others’ goals, opportunities and

perceptions.

10. Emphasize others’ agenda before your own. People will buy for their reasons, not yours.

11. Be authentic in your responses. If you notice that someone is moving away, not listening or showing other clues that indicate a negative response, modify your approach and avoid “pushing,” even though that may be your reflexive reaction.

12. Be flexible to respond to changing dynamics in your interactions and understand overall context.

Social Awareness

Social Management

To learn more about how EQ can help your sales efforts, visit :www.hudsonrc.com / Call 845.359.8800