What Is Emotional Intelligence?
While there are many benefits to having high intelligence, many sales managers and top sales performers, particularly those who work in one to one situations with prospects, are becoming aware that high sales success may depend on their ability to use an invaluable personality trait: emotional intelligence.
The concept of emotional intelligence (EQ) was introduced by psychologists Peter Salovey and John Mayer in 1990 and further popularized in 1995 by Daniel Goleman in his the book, Emotional Intelligence: Why It Can Matter More than IQ.
Emotional intelligence can be the capacity to identify, evaluate, and manage emotions in yourself and other people. In many people, this can be trained and developed, but some believe that it is a trait a person must be born with. (Innate)
Though each aspect has its identifying features, the underlying principles of emotional intelligence include:
- Self-awareness – the ability to recognize personal emotions, emotional triggers, and limitations
- Self-regulation – the ability to manage emotions so they do not have a negative effect
- Motivation – an inner drive that comes from the personal joy experienced after an accomplishment
- Empathy – the ability to recognize, understand and experience the emotions of another person
- Social skills – the ability to interact and negotiate with other individuals in order to find the best way to meet the needs of each person
It is my belief that this skill, when taught along with body language, communication skills, and careful listening, will add to the effectiveness of salespeople at all levels.
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