Audio teachings on EQ and sales

Please enjoy this compilation of audio teachings by Nico Liebenberg on emotional intelligence and sales.

The quality of the sound is medium to below average, but the content is brilliant!

Simply click on the link below and you will be taken to Box.net where you can download the audio files.

• Emotional intelligence introduction

This is a must listen to understand the context of the rest of the teachings. In this teaching Nico gives an introduction on what he will cover in the 5-day ‘Emotional intelligence for sales people’ training.

• Emotional intelligence and customer communication

In this teaching Nico covers the major elements of effective communication, i.e. verbal communication, voice and non-verbal communication (body language).

• Accommodating my customer

In this teaching Nico explains the importance of our paradigms (mental models) in understanding our customer’s paradigm or way of looking at things and how we can help our customer feeling understood.

• Cultivating great customer relationships

In this teaching Nico explains the importance of cultivating long-term relationships with customers. He also explains how these relationships are developed and maintained.

• Good, evil, self acceptance and contentment

In this teaching Nico explains his understanding of the western mind when it operates according to the tree of knowledge of good and evil. He explains why it is so important to accept yourself and live a life of contentment. This is a profound teaching and forms the basis of a book (“The tree”) Nico is busy writing.

• Growing self-confidence

In this teaching Nico explains the root of a lack of self-confidence and how to grow in self-confidence. Self confidence is a very necessary ingredient in dealing effectively with customers.

• The drive for excellence: Is 99.9% ever good enough?

In this teaching Nico gives some figures on why it is so important to always strive for excellence. He explains why it is so critically important to deal with your customers in the most effective way possible.

• Opportunities in life

In this teaching Nico explains where opportunities in life come from and what we can do to ‘step into them’.

• Our interconnectedness

In this teaching Nico explains in a very enlightening way how we can understand that we are all connected. Interconnectedness – something we have to understand in dealing with external and internal customers.

• Paradigms and change

In this teaching Nico explains the effect our paradigms (mental models) have on our experience of the constant changes we are challenged with.

• Self awareness changes us

In this teaching Nico explains a fundamental premise of his theory of human growth and development, i.e. ‘Self awareness is the beginning of human growth’.

• The sales triangle

In this teaching Nico propagates the importance of having a customer-centred approach in our selling. He explains why it is important to move away from pure benefits selling or product-centered selling.

if you get stuck in downloading these audio files please contact Nico at 083 262 4873. He WILL assist you!

EQ sales training content

Dust Consulting has adapted their EQ training for the sales environment.

The purpose of this training is to empower and equip sales people to develop and maintain outstanding relationships with customers and colleagues alike.

It has been scientifically proved that people with high EQ (emotional intelligence) is significantly more successful in sales.

Emotional Intelligence training for Sales People

The Emotional Intelligence training for Sales People is a 5-day course presented to internal and external sales people.

The training is modularly structured into 5 modules.

Module 1: Basic elements of Emotional intelligence (EQ)

• How to facilitate personal mastery in myself to understand myself and other people better?
• How to grow my intellectual knowledge into wisdom?
• How to allow feedback and self disclosure to shape my thinking?
• Am I an optimist or a pessimist?
• How to find the path of self-actualization?

Module 2: Emotional intelligence defined

• How to appreciate the customer and the people I have relationships with?
• How can my EQ be increased?
• All the reasons why EQ really matters
• What elements of my EQ are already strengths and how can I strengthen them further?
• The evidence that my EQ will improve my relationships

Module 3: Emotional intelligence and personality

• What is my personality type?
• Why do people matter in my world?
• How can I read my customer’s personality to understand him better?
• Why do I do interact and communicate the way I do?

Module 4: Emotional intelligence and communication

• What are my communication strengths?
• How can I master the art of listening?
• It’s not what I say, it’s what I ask that truly matters
• How can I read and interpret body language?

Module 5: Emotional intelligence and relationships

• What’s in the sales process?
• How do I develop highly effective long-term relationships?
• Who am I? And why it really matters to answer this question?

Cost

The cost for this training is R 5,540 per delegate for the 5-day training.

The following is included in the cost

1. The facilitation and training of the course
2. A manual for every delegate
3. A personality assessment
4. An optimism assessment.

Dust consulting would really want to present this emotional intelligence training to your sales people, please contact us at nicoliebenberg@dustconsulting.com

EQ makes the sales difference

The following excerpt is taken from the article, “Enhancing the Emotional Intelligence of Salespeople” written by Jane Z. Sojka and Dawn R. Deeter-Schmelz from Ohio University.

“The importance of employing emotionally intelligent salespeople becomes apparent when examining the changing circumstances in today’s sales environment.

When the buying process was based on product/service differentiation, buyers’ purchases were based upon which product/service most closely fit their specific needs. However, with reverse engineering, reduced product development lead times, increased information flow among all parties, and technological advancements, many products that were formerly differentiated between brands have now become commodities (Rackham 1999).

When products become commodities, as Rackham argues, buyers are no longer able to select products based on differences between brands and, instead, are likely to search for other areas of differences upon which to make a final purchase selection.

One variable upon which to compare product/service offerings is the salesperson selling the product; differences between salespeople become a critical attribute for comparison and the salesperson preferred by the buyer is likely to be the one closing the sale (Berry, Zeithaml, and Parasuraman 1985).

Furthermore, in service industries where there is no “tangible” product to evaluate, buyers frequently evaluate the salesperson selling the service because it simplifies the decision process (Berry, Zeithaml and Parasuraman 1985).

Finally, more organizations are seeking long-term relationships with customers. As Dwyer, Schurr, and Oh (1987) point out, all relationships—including business and personal—contain emotional facets. Consequently, salespeople who understand emotional intelligence and how to use it will be at an advantage during the sales process and are likely to perform better than salespeople lacking emotional intelligence.”

EQ and self awareness

The shared essence of emotional intelligence is to be accurately aware of your emotions and to know your personal strengths and limits. To become an effective change agent whether as a mentor, parent, coach, facilitator, executive or partner we need to understand our own paradigms, especially our paradigms about ourselves.

This is certainly not easy to master.

Most of us are more aware of what we think of others instead of knowing who we are.

The posture needed to get in touch with your emotions and to know yourself, I call a ‘reflective posture’. In this context I use ‘reflective’ in the same way a mirror reflects back to you what you see when you look into it. By ‘posture’ I mean it is an eternal lifestyle you embrace. Reflective posture would thus mean you live a lifestyle where you are continuously confronting yourself with who you are, what you do and how & what you say.

Isn’t it fair to say that to discover yourself you have to look at yourself? You have to step back from yourself (as if hovering in the air behind yourself) and ‘look’ at yourself. You have to ‘look’ at what you do and ‘hear’ what you say. This tend to be more difficult for those with a rigid, ‘I am always right and you are wrong’ paradigm. Others who went through severe trauma as children also find it difficult to confront themselves, especially their ‘inner children’.

The Johari window teaches us that we all have blind spots that can be eliminated by getting feedback from others. Most of our blind spots can be eliminated by asking others what they think of us.