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The Heart of Selling™

Emotional Intelligence for Sales Excellence: Two-day training to on the “people side” of strategic selling

Emotional intelligence (EQ) is a breakthrough idea being applied in leading organizations. For example, American Express, Schlumberger, L'Oreal, and the Sheraton have used EQ training to strengthen sales and customer service. EQ programs have resulted in increased sales and increased customer satisfaction.

The Heart of Selling applies the science of emotional intelligence to assist sales executives to enhance their customer-oriented selling to improve closing and increase repeat business. It assists any managers to "sell" internally gain buy-in to projects and proposals inside their organization. The program develops awareness of the emotional component of the sales process and teaches practical ways to improve the EQ competencies that underlie key selling skills.

In a recent program for Schlumberger, this course earned ratings of 9.79/10, with participants self-scoring an average 337% increase in "specific EQ tools/behaviors/habits that will help me improve my sales performance."

Participants will get answers to key questions:

• What is emotionally intelligent sales?
• What are the emotional competencies critical to building relationships, asking questions, handling objections, and closing?
• What are the emotional drivers of high performing salespeople?
• How can you most effectively gain these benefits?

This focused program is engaging, empowering, and thought-provoking. It leaves sales executives with new perspectives and an increased commitment to the human side of exceptional performance with practical action steps for improving sales performance.

Getting clients to purchase comes from understanding them, their needs, and enabling them to see how what you have to offer is the best solution. Underlying this process are the feelings they have about you, your service/product, your organization.

Recent research has proven that feelings and thinking are bi-directional: feelings influence thinking and thinking influences feelings. While financial decisions are analyzed at an intellectual level, the decision to purchase is at its core an emotional one.

If you understand how your customer thinks and feels, use this in your planning, and communicate so the customer both understands and feels understood, you will earn the business. How you “are” with the client will measurably affect your sales: your enthusiasm, attentiveness, caring, curiosity, and consistency.

To maintain and grow the account you need to personally commit to far exceed "satisfaction" by pursuing "customer delight." If you genuinely, authentically, care about the customers and go the extra mile, your customers will rave about your business.

Using simple, practical, and low-cost emotional intelligence tools, sales executives can learn to tap their own emotional resources to close more sales and provide exceptional service -- not because it's the script, but because their customers really matter.

EQ Assessment

Prior to the workshop, each sales executive will take an insightful emotional intelligence test (the SEI). During the workshop Six Seconds will explain how to interpret the results and enable participants to discover the personal value of the workshop materials. Six Seconds Certified Consultants provide a 1:1 debriefing via phone during the week following the workshop for nominal cost per participant. This will assist them to better understand their own emotional intelligence and areas for development. The debrief will conclude with a personal action plan that can be shared with management.

Audience

Ideal for new and experienced salespeople involved in customer-centered strategic selling where long-term relationships with clients of critical importance.

This training is equally effective for those inside organizations who need to "sell" their ideas and proposals to other teams and leaders.