Sales is to play emotional intelligence.

First, he is good at singing a monologue, has no contact with customers, speaks for himself, and ignores customer feedback;

Second, easily excited. As soon as the customer indicated that he would consider the problem, he thought he had got the order.

Third, it is easy to make concessions. As soon as the customer asks questions, he will immediately give the other party a discount;

Fourth, I like to do useless work, that is, I don't even know who the decision maker is, so I have done a lot of preparatory work;

Fifth, it is easy to give up. When a difficult customer asked a question, he felt desperate and simply gave up and left.

It can be seen that it is difficult for a salesman with low emotional intelligence to succeed. The author gives the following three suggestions on how to improve EQ:

Step 1: Empty yourself and examine yourself.

Self-awareness is the basic ability to build and improve emotional intellectual skills. Each of us needs to spend time with ourselves in order to better understand our daily performance and the influence of our attitudes and behaviors on ourselves and others. It allows you to ask yourself some deeper questions, so as to have a clearer understanding of the relationship between your sales behavior and sales results.

Step 2: Be a primitive man and create a zone that has nothing to do with technology.

Many salesmen don't give themselves time to think. They are always busy checking their mobile phones, emails or voice software. Even in the process of communicating with customers, their concentration time will not exceed 10 minutes, which is called "sales attention disorder". In order to avoid this situation, salespeople must cultivate healthy sales habits, concentrate and set aside some time for themselves. During this period, they didn't look at their mobile phones, emails or voice messages, and returned to primitive people to vent themselves.

The third step is to correctly judge your emotions.

When you analyze your cognition and actions, you must make a correct judgment on your emotions. For example, if you are nervous about executives visiting customers, it may be fear or excitement. These two emotional States are completely different, and the corresponding coping strategies are also completely different. If you can't judge your feelings, subsequent corrections will not be effective.

Second, the relationship between sales and neuroscience

Don't think that mastering sales skills will make everything all right. If you want to be a good salesman, you have to understand the thorny neuroscience, otherwise you will understand what "impulsive punishment" is.

First, you need to know the amygdala of the brain. As mentioned in the last book "Your Survival Instinct is Killing You", the amygdala is the "oldest" part of the brain, which can help us find threats in time and then instinctively produce a kind of feedback of resistance and escape.

1. When the customer is hostile, do you resist or run away?

When you talk to a customer, your customer makes no secret of his impatience and keeps checking his mobile phone and watch. His hostile behavior may cause your amygdala to react against or escape.

On the one hand, your amygdala is at work, on the other hand, you haven't trained brand-new skills and behaviors for a long time, so you can't form long-term memory to deal with the hostility generated by the amygdala. For example, we can also sing children's songs that we learned when we were children. If you have been trained in this long-term memory, what will be the difference?

2. The sales art of "retreat for progress"

Besides resisting and escaping, what kind of reaction is high EQ? Successful salespeople will detect negative trigger points and control their emotions well. First of all, he can realize the natural reaction of his body after he senses the threat. Secondly, clearly understand what the trigger point is, so as to consciously choose to use the emotional intelligence skills of "self-cognition" and "self-affirmation" and calmly analyze.

3. Put on the shoes that customers want to buy and walk a mile.

Salespeople have amygdala, and customers certainly have amygdala. When customers perceive danger, they will also react by running away or resisting. So when the salesman asks the customer a leading question, such as "Mr. Wang, if we solve this problem, will you continue to discuss the next one?" The client's amygdala will make him feel dangerous, and he will feel anxious about all the information he shared before. Thereby falling into a state of self-isolation.

In this case, we can present safer sales methods to customers and make them feel safe.

4. Effective measures to improve influence

(1) to make changes, growth and promotion decisions.

Recognize the trigger point of emotion and change your reaction.

③ Training, training and retraining.

Experienced old salesmen will eventually turn short-term memory into a part of long-term memory by creating a brand-new neural pathway. Just like in competitive sports, coaches ask players to keep training until a new neural pathway is formed.

Every salesperson knows the importance of customer resources to performance. Now we will use psychological theory to help you achieve and develop more effective target customers.

1. Delay satisfied

Usually, delaying satisfaction is to achieve greater goals and give up the temptation in front of you. People with delayed emotional intelligence seem to have a more "lucky" world than others.

2. Develop customers: where there are fish, there are fish.

There are a lot of salesmen who put a lot of effort into some customers, but in the end they did nothing, so salesmen need to know what kind of customers are your potential customers, right?

3. Communicate with customers with "image language"

Salespeople need to convey their own value proposition to customers, and excellent value proposition needs to create a "verbal picture" to influence and convince customers' amygdala. To really touch the nerves of customers means that you need to use the language that customers use in their daily lives. When your words can arouse the customer's nerves and let him see the solutions you can provide him, then the customer is more likely to have a real sales conversation with you.

First, pay attention to the importance of hiring professionals to provide advice, rather than solving everything by yourself;

Second, they regard education and training as an investment, not a useless expenditure.

When we find customers who meet these two conditions, the success rate of cooperation will increase by 30%.

3. Communicate with customers with "image language"

Salespeople need to convey their own value proposition to customers, and excellent value proposition needs to create a "verbal picture" to influence and convince customers' amygdala. To really touch the nerves of customers means that you need to use the language that customers use in their daily lives. When your words can arouse the customer's nerves and let him see the solutions you can provide him, then the customer is more likely to have a real sales conversation with you.

4. Improve your ability to develop customers.

Practice the following abilities according to the author's suggestion.

decision

(2) Ask yourself some sharp questions.

③ The plan was successful.

4 control your emotions.

⑤ Find a responsible partner or mentor.

Fourth, improve the emotional intelligence of customers' goodwill.

I believe everyone has had such an experience. You obviously took a fancy to something, but you were angry with that rude salesman and walked away. So how can a salesman make himself liked by others?

1. True

The first step to make yourself popular is to accept yourself, accept your strengths and weaknesses, and make yourself look sincere and true, and you will naturally be popular.

Step 2 listen empathetically

Likable salespeople generally have strong sales skills of empathy. This ability can help us see the world from the perspective of others. He will let customers know that he understands the situation he is facing. Put forward the solution calmly, and at the same time listen carefully to the customer's needs and confirm them.

In addition, an empathetic salesman will be aware of the communication style that customers are used to, and he will adjust his speaking style and try to keep consistent with the communication style of customers.

3. Effective ways to improve others' goodwill towards you.

We all want to improve others' goodwill towards ourselves. How can this be achieved? There are mainly the following three steps:

Look at your self-esteem and see if you are confident, relaxed and sincere in the face of others.

② Create your own "McKee 66 Rule" (that is, master customer information).

③ Show your ability and work happily.

Many times, what really helps you win customers are emotional intelligence skills such as self-esteem, empathy, good interpersonal skills and self-realization. These skills can help professional salespeople become more friendly.

Many times, what really helps you win customers are emotional intelligence skills such as self-esteem, empathy, good interpersonal skills and self-realization. These skills can help professional salespeople become more friendly.

Fifth, improve the trading ability of EQ.

All the sales elites don't want to be idle. So, how to accurately grasp the customer's psychology, so as to achieve their own goals?

1. treat customers as partners.

Cooperative relationship is a reasonable relationship that salespeople should pursue. It is not only the basis for seeking continuous cooperation with customers, but also an indicator for identifying important customers.

2. Make clear the purpose of your meeting with customers.

If you want to establish a cooperative relationship with customers instead of buying and selling, then you need to pursue the truth and do the right thing. Don't pay too much attention to the result of the meeting. No matter whether the other party agrees or opposes it, you should act calmly. In addition, customers often refute in the sales process, which is actually our best opportunity to explain.

3. Effective steps to improve and control your expectations:

Review your sales meetings in the past three months and evaluate your performance.

② Train, set and control expectations in an imaginative visual way.

3. Rethink the value you bring to customers.

Sixth, improve the emotional intelligence of asking customers skills.

We have one mouth and two ears because you should listen more and talk less.

The most important thing in sales is listening ability. Learning to ask and listen to customers' opinions will make your sales process smoother.

In sales, when the customer talks about the challenges or problems he faces, you can slow down the sales by putting forward the following aspects. Use the "3W" rule to understand why:

1. the first w: why (why)

The question a salesperson should ask is: Why do customers care about this issue? Find out the truth.

2. the second w: what (what)

Analyze the impact of this problem on customers. When you find the answers to these questions, bargaining talks will become value-oriented talks, because you can help customers find the value of cooperating with you, as well as the consequences and costs of not cooperating.

3. the third w: what (what)

Problems faced by customers may lead to other problems. For example, if the customer does not solve the problem, what impact will it have on the future?

The "3W" rule can help you ask a series of questions, so as to realize the customer's problems and the possible consequences of not solving these problems.

4. Effective steps to improve questioning skills

Due to the lack of efficient questioning and listening skills, many salespeople can't find the real challenges faced by customers, which eventually leads to unsatisfactory sales. The following four steps can improve your inquiry ability:

(1) Carefully check your process of booking sales meetings.

② Ask more questions and preach less.

③ Test the customer's determination to make changes.

④ Understand the customer's story.

Seven, how to successfully get the other person who can make the final decision?

Finding the right decision maker is a lesson that every salesperson should learn. Generally speaking, customers can be divided into four typical types:

1. The first type of decision makers: strongman-led.

The strongman-led type will generally go straight to the subject, take the result as the guide, and explore the essence of the problem. They don't dwell on details, and the time for making decisions is short. When communicating, you don't have to say meaningless words to him, but go straight to the point, answer his various questions professionally, tell him what you can do and manage his expectations.

2. The second kind of decision makers: cheerful.

Such decision makers are extroverted, like talking to people, telling jokes, and getting along with you every minute, which is easy to raise your trading expectations. When communicating with such customers, salespeople need to observe carefully and use empathy skills to better understand customers' ideas, adjust communication methods and ask key questions.

3. The third type of decision makers: mature.

Such people are easy-going, calm and easy to get along with. Only by talking with him deeply and reaching an agreement on the level of values can he truly agree with you and reach cooperation. So the salesman should slow down, establish a good relationship with him first, and then talk about products and services. Think from their point of view, how to provide the best service for their team and customers, and find out what the concept of quality service is in their eyes, so that you can reach cooperation.

4. The fourth type of decision makers: experts.

This kind of customer is usually called "analytical buyer". They like data, like standards, and like to make decisions based on data. In the face of such customers, salesmen need to have the skills of delaying satisfaction and do their homework before they can finally reach a cooperation.

5. Comprehensively improve their ability to meet decision makers.

(1) Carefully examine the way you communicate with people with different personality types.

2 have a frank dialogue with yourself.

(3) Ask yourself if you are good at making decisions.

If you want to increase your sales, you should adjust your sales strategy according to different people, so that you can be comfortable in front of all kinds of customers.

Eight, improve your emotional intelligence bargaining power.

Before we finally sign the bill, we need to face the budget problem. What would you do if the other party bargained? If the customer is not interested, will the conversation continue? Faced with this situation, you need to give yourself a shot in the arm and take the big order actively and calmly.

1. Dare to talk about money

Salespeople must first understand the customer's budget. Some salesmen are deeply influenced by their childhood family's view of money and are ashamed to talk about money first. However, if you want to make a better career in sales, you must find the emotional trigger point of your own price concession and cultivate your ability to talk about money. Solving this problem is a win-win result for you and your company.

2. Have the thinking mode of turning around and leaving.

Salespeople should have the "preparation and courage to turn around and leave". In order to get something, most salespeople often compromise the discount requirements put forward by customers. But many times customers don't buy products, not because of the high price, but because the salesman's emotional management ability is poor.

Here, the salesman controlled his emotions well, and controlled the whole situation with the powerful strategy of "buy it, don't buy it".

3. Effective steps to improve your bargaining power

Determine your emotional trigger point for money.

(2) accept the training of negotiation strategy.

(3) Examine your beliefs and self-worth about the company.

Nine, the key characteristics of EQ sales culture

Only by changing the sales culture can we build an excellent team. A team with strong EQ sales culture generally has three characteristics: advocating learning, attaching importance to cooperation and encouraging generosity.

1. The first feature: continuous learning.

Because people who keep learning are likely to change, ordinary educated salespeople can achieve greater success and complete their work better. Sales organizations need to create a better learning atmosphere.

2. The second feature: teamwork

The sales cultural organizations with emotional intelligence realize that they need to establish a "sales village" in order to survive in today's competitive business environment. Everyone in the team plays their due role in developing and retaining customers, and their efforts should be recognized and encouraged.

3. The third characteristic: generosity

High-performance enterprises have a strong sense of social responsibility, and they think it is necessary to give back to support their communities. Moreover, these companies find that generosity can awaken people's goodwill and help build team cohesion.

4. Effective steps to establish EQ sales culture

(1) Create a learning environment

(2) Get rid of the concept of "self".

3 recognize and affirm the efforts of others.

(4) Contribute to your community.

The relationship between sales leadership and emotional intelligence.

How to be an excellent sales supervisor? What kind of emotional intelligence should a sales leader have? We will discuss it from the following aspects:

1. Consistent behavior

Consistency is an important feature of leaders. Consistency is closely related to self-awareness and impulse control.

2. Match words with deeds

Consistency in words and deeds means being able to do what you advocate, rather than saying one thing and doing another. Inconsistency between words and deeds will soon ruin the personal credit and integrity of the sales manager.

Set expectations

The sales manager should let the team members know what you expect of them, care about every member of the team and set clear goals for them according to the actual situation. When team members complain that the expectations set are too high, the sales manager should not compromise.

lower the standard

An efficient sales manager is not blindly strict, but also needs to give some praise to employees and formulate some projects to reward employees. Once a member is found to have done a good job, it can be said at the sales meeting to enhance their self-confidence and make them feel that their contribution is unique and important, so as to constantly pursue self-improvement.

Be happy

Happiness is the most easily overlooked but effective incentive in sales. Do you want to make money depressed or happy? A happy sales team always brings happiness to customers. Under the same conditions, customers will give them priority.

Case: On one occasion, the author was on a business trip in Southwest Airlines, and the flight attendants made the passengers laugh when they broadcast the regulations that were generally considered boring. She said, if the adult sitting next to you acts like a child, please help him pull down the oxygen mask first, so that we can all be saved in an emergency landing.

When most airlines are losing money, Southwest Airlines can continue to make profits. Because happiness is the core value of this company.

6. Effective ways to improve sales leadership.

John Maxwell said, "If you lead the way and no one follows, then you are not leading the way, you are just going out for a walk." Are you leading a team with high morale, or are you just going out for a walk? The following five steps can help you walk on the right path of leading and cultivating others: ① Consistency.

Give up the desire to be liked.

③ Show empathy and politeness.

(4) become a mentor.

⑤ Put happiness into the weekly to-do list.