EI 4 Change

Something more than sales techniques are required to be successful in selling.  Sales people who know the product or service extensively will not succeed in the long term without possessing certain essential competencies.  Good sales people are continually managing tension in challenging situations, adapting to changing requirements and situations as well as using excellent communication skills on an intra and interpersonal level.  

The application of emotional intelligence techniques helps to improve overall sales performance by increasing both sales volume and value.  Learning these techniques helps good sales people to become even better and the incompetent to become competent. 

Integrating emotional intelligence techniques into sales skills training develops attitudes and abilities that allow sales skills training to be employed in a sustained and consistent way.  EI4Change looks at what parts of performance are being achieved and which parts aren’t in order to look at how to improve sales performance.

Performance is increased by raising self awareness and understanding personal behaviour linked to sales competencies and applying these to sales activities.  EI4Change develops the sales approach focussing and gaining insights into the personalities of the sales person and the personality of the customer.  This allows high potential customers to be recognised and developed more successfully.

 Through active listening and empathising more effectively good long term client relationships are established and built.  This allows any negative personal reactions to be efficiently managed enhancing resilience to rejection and sustaining optimism and motivation.

Sales skills of high performing people can be developed further through EI4Change which includes one-to-one field coaching support looking at the application of learnt skills integrated into well established sales techniques to give a pragmatic relevance. 

Rather than relying upon academic theory, EI4Change draws upon years of sales experience to use emotional intelligence to support the building of client rapport, identifying needs, presenting benefits converted from features, handling objections, closing the sale, follow up, etc.