Sales and marketing are two completely separate business disciplines that are often confused, sometimes deliberately.
MARKETING is the creative process that develops the personality of a product or service and communicates the emotions involved in using them.
SALES (or Selling) is the process of influencing customers' or clients' choice and to help with decisions to purchase.
A social stigma still exists around sales but emotionally intelligence sales people are comfortable to tell others that they work in sales. Good sales people know that they help their customers or clients to make the best decisions according to their needs.
How are emotions involved in marketing?
Emotions play a fundamental part of the decision making process within purchasing - whether services or products are bought for personal or for business use. All too often marketing focuses on the analysis of logic and reason to understand how purchasing can be rationalised and in so doing overlooks the real reasons why people buy. Think about it, goods may be purchased simply because you like the product, it feels right or it makes you feel good. You buy with your heart and use your thinking to logically justify what you want emotionally.
How are emotions involved in selling?
The application of emotional intelligence techniques helps to improve overall marketing and sales performance by increasing both volume and value. Learning these techniques helps good people involved in marketing and sales to become even better and the incompetent to become competent.
Good long term client relationships are established and built through active listening and empathising more effectively. This allows any negative personal reactions to be efficiently managed enhancing resilience to rejection and sustaining optimism and motivation.