What you'll learn
Recognise the importance of emotional intelligence in selling and how you can use it to build your relationships with your customers
Determine how your attitude to selling influences your sales success
Identify the emotions that drive the selling process and how to work with them effectively
Describe your uniqueness in terms of what you are selling and how you sell it
Discover emotionally intelligent ways to sell through needs-based selling
Examine ways to handle objections with confidence
Identify the four social interactions style that drive customer / client behaviour
Explain how to work with and sell to each social interaction style for maximum success
Solve problems for your customers / clients by becoming a trusted resource and advisor
Requirements
No prior knowledge and experience is needed to benefit from the course.
You should have an interest in learning how to be more successful in selling using emotional intelligence.
An interest in how interactions with other people work and how to build them more effectively.
Whilst you don't need any experience of sales and selling to take this course, you will be eager to build and develop your selling skills.
You should have a willingness to complete the practical activities to grow and develop your selling and your emotional intelligence skills
This course does not cover prospecting, but focuses on the interaction with customers / clients in sales meetings.
Description
"53% of customer loyalty - customers who choose to buy from a company repeatedly - is not the result of the product, company or service, but the behaviours salespeople use when selling."CEB - The Corporate Executive Board"37% of salespeople are consistently effective. What's more, some of the behaviours of the remaining 63% actually drove down performance."Harvard Business Review"Top performing salespeople are 12 times more productive than an average performer. About one third of the difference is due to technical skill and cognitive ability, while two thirds is due to emotional intelligence."Daniel Goleman, Working with Emotional IntelligenceThe ability to regulate emotions helps improve perceptions of trustworthiness and integrity - incredibly important attributes for the professional salesperson.Understanding emotions and those of others helps us to display more empathy, helps us to ask wiser questions, suggest better solutions, and handle objections more effectively.At L'Oreal, sales professionals hired based on their emotional intelligence outperformed their peers by $90,000+ and the end of the first year.In a US insurance company, insurance sales agents weak in specific emotional intelligence skills, like empathy, sold average premiums of $54,000, while those with strong emotional intelligence sold average premiums of $114,000.Amex reported a 2% increase in sales after 3 days of emotional intelligence training.Customers or clients are buyers who purchase based on emotion and justify their choice with logic. Today, customers are able to justify their decisions online and elsewhere without any input at all from salespeople. It's the connection you make, how well you work through their objections, and how confident you help make them feel that helps you make the sale.How well you deliver on your promises, maintain the relationship and help the customer navigate internal disagreements that helps keep them loyal. Emotional intelligence is the critical competency underpinning all this.Salespeople with high levels of emotional intelligence are able to reflect on their own emotions and adjust them to best fit with the customer and the situation that they are dealing with.They can anticipate and plan sales interactions to help ensure the customer feels valued and confident in dealing with them. Salespeople with high emotional intelligence are more capable of managing and adapting their own emotions to support and influence the emotions of their customers in a subtle way that brings about positive interactions and builds relationships.This course will help you improve your understanding of emotions and emotional intelligence in selling. Included are a range of practical tools and techniques for applying emotional intelligence in sales interactions with clients and customers. Customers come in all shapes and sizes. Understanding the nature of each individual customer's needs will improve your sales and ensure optimum customer care.When you learn skills to respond rather than react to behavioural differences, you conserve energy for what is really important - fulfilling customer's needs.The course will help you to differentiate the needs of customers and plan strategies to meet those needs. This highly practical course is unusual because it considers emotional intelligence as a fundamental part of selling. The course doesn't cover prospecting and ways to get a sales appointment, these require the use of emotional intelligence in other ways! The course covers the way that you engage with customers before, during and after a sales meeting through the application of emotional intelligence to make authentic decisions and build quality relationships.The course provides a step-by-step approach to applying emotional intelligence principles to your sales process focusing on working with the emotions of your customer and how these influence their social interactions. The course will help you to develop your skills in asking questions around needs, listening, presenting your product or service and handling objections underpinned with emotional intelligence. Within this course, you learn how toRecognise the importance of emotional intelligence in selling and how you can use it to build your relationships with your customersDetermine how your attitude to selling influences your sales successIdentify the emotions that drive the selling process and how to work with them effectivelyDescribe your uniqueness in terms of what you are selling and how you sell itDiscover emotionally intelligent ways to sell through needs-based sellingExamine ways to handle objections with confidenceIdentify the four social interactions style that drive customer / client behaviourExplain how to work with and sell to each social interaction style for maximum successSolve problems for your customers / clients by becoming a trusted resource and advisorThe course is being continually refined and updated to ensure it remains current and relevant. Feedback is always welcome. All PDFs can be completed online and are Section 508 / ADA Accessibility compliant. All videos are High Definition recorded in 1080p.All videos have grammatically correct English captions.Latest update - September 2022
Overview
Section 1: Determining your Approach and Attitude to Sales and Selling
Lecture 1 Introduction to the Course "Sales and Selling with Emotional Intelligence"
Lecture 2 About this Course on Udemy
Lecture 3 Are you a Natural Sales Person?
Lecture 4 Practical Activity: Your Emotional Intelligence and Selling
Lecture 5 Selling with Emotional Intelligence - Learning Outcomes
Lecture 6 The Relationship Between Selling Skills and Emotional Intelligence Skills
Lecture 7 Practical Activity: Developing a Unique Selling Proposition
Section 2: The Importance of Emotional Intelligence in Sales and Selling
Lecture 8 Defining Emotional Intelligence
Lecture 9 Insights into Emotions
Lecture 10 More about Emotional Intelligence in Sales Situations
Lecture 11 Emotions in Selling
Lecture 12 Emotional Drivers in Selling
Lecture 13 Greed - What I Want To Gain
Lecture 14 Fear - What I Am Afraid Of Losing
Lecture 15 Altruism - What Will Help Others
Lecture 16 Envy - What Others May Gain Over Me
Lecture 17 Pride - What Will Be Good Choices
Lecture 18 Shame - What Will Be Bad Choices
Section 3: Needs Based Selling
Lecture 19 Introducing Needs Based Selling
Lecture 20 Pre-Call Objectives
Lecture 21 The Importance of Empathy and Rapport
Lecture 22 Uncovering Needs Through Conversations
Lecture 23 Questioning Techniques in Selling
Lecture 24 Using Features and Benefits to Satisfy Needs
Lecture 25 Handling Objections
Lecture 26 Some Techniques for Handling Objections
Lecture 27 Handling Really Awkward Objections
Lecture 28 Practical Activity: Objection Handling Techniques
Lecture 29 Comfortable Closing
Section 4: Quiz: Identifying Probes in a Sales Meeting
Section 5: The Four Social Interaction Styles
Lecture 30 Selling and the Four Social Interaction Styles
Lecture 31 Practical Activity: Assessing your Social Interaction Style
Lecture 32 The Driver Social Interaction Style
Lecture 33 Selling to the Driver Social Interaction Style
Lecture 34 The Expressive Social Interaction Style
Lecture 35 Selling to the Expressive Social Interaction Style
Lecture 36 The Amiable Social Interaction Style
Lecture 37 Selling to the Amiable Social Interaction Style
Lecture 38 The Analytical Social Interaction Style
Lecture 39 Selling to the Analytical Social Interaction Style
Section 6: Quiz: Selling and the Social Interaction Styles
Section 7: Sales and the Social Interaction Styles
Lecture 40 The Stress Responses of the Social Interaction Styles
Lecture 41 Practical Activity: Assessing the Social Interaction Style of Others
Lecture 42 Ideal Behaviour for Ideal Interactions
Lecture 43 Using your Understanding of the Social Interaction Styles
Lecture 44 Being Flexible with the Social Interactions Styles
Lecture 45 Practical Activity: Selling to your Least Preferred Social Interaction Style
Lecture 46 How the Social Interaction Styles use their Emotional Intelligence
Section 8: Quiz: Selling to Challenging Customers
Section 9: Moving the Sales Relationship Forward
Lecture 47 Managing Anger and Frustration
Lecture 48 Behavioural Responses Under Stress
Lecture 49 Adapting to Disengaged Behaviour
Lecture 50 Practical Activity: Three Good Things
Lecture 51 Concluding the Course with Two Important Questions
Section 10: Concluding the Course
Lecture 52 How to Access your Udemy Certificate
Lecture 53 Bonus Lecture
Anyone currently working in sales looking to improve their skills, their relationships and their performance,Anyone considering a career in selling and as a professional sales person,Anyone who interacts with customers / clients on a day to day basis

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