High performing sales teams exhibit behavioral activity that matches those that they are dealing with, people who go out of their way to make that personal connection. That’s means having a high EQ.
But EQ isn’t just one dimension, one aspect of your personality. It’s so much more than being nice, opening the door for others, letting your colleagues hit the buffet line first, making someone laugh until they shoot wine out of their nose, or refusing to take the last grape tomato from the salad bar.
In fact, EQ is siloed into a handful of distinct categories. Here are details on one of the most important:
You often have little control over when you experience emotions. You can, however, have some say in how long an emotion will last by using a number of techniques to alleviate negative emotions such as anger, anxiety, or depression. A few of these techniques include recasting a situation in more positive light, taking a long walk, and meditation or prayer. Self-regulation involves:
- Self-control—managing disruptive impulses
- Trustworthiness—maintaining standards of honesty and integrity
- Conscientiousness—taking responsibility for your own performance
- Adaptability—handling change with flexibility
- Innovation—being open to new ideas
Raising EQ to be able to compete and close deals in a complex world is an effort sales talent has to make. The sales profession is so difficult. You get your ass kicked on a day-to-day basis. People say no to you nine times out of ten. People lie to you and act like your friend, then dodge your calls. At the end of the day, you’re going to get your ass kicked. And if you don’t increase sale effectiveness by igniting the power of EQ, then that will kick your ass, too.