Sales and Selling with Emotional Intelligence
Sales and Selling with Emotional Intelligence, available at $79.99, has an average rating of 4.51, with 54 lectures, 3 quizzes, based on 1972 reviews, and has 5886 subscribers.
You will learn about 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 This course is ideal for individuals who are Anyone currently working in sales looking to improve their skills, their relationships and their performance or Anyone considering a career in selling and as a professional sales person or Anyone who interacts with customers / clients on a day to day basis It is particularly useful for Anyone currently working in sales looking to improve their skills, their relationships and their performance or Anyone considering a career in selling and as a professional sales person or Anyone who interacts with customers / clients on a day to day basis.
Enroll now: Sales and Selling with Emotional Intelligence
Summary
Title: Sales and Selling with Emotional Intelligence
Price: $79.99
Average Rating: 4.51
Number of Lectures: 54
Number of Quizzes: 3
Number of Published Lectures: 54
Number of Published Quizzes: 3
Number of Curriculum Items: 57
Number of Published Curriculum Objects: 57
Original Price: $119.99
Quality Status: approved
Status: Live
What You Will 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
Who Should Attend
- 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
Target Audiences
- 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
“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 Intelligence
The 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.
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.
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L’Oreal sales professionals hired based on their emotional intelligence outperformed their peers by $90,000+ at the end of the first year.
Customers or clients are buyers who purchase based on emotions and justify their choices with logic. Today, customers are able to justify their decisions online and elsewhere without any input at all from salespeople. However, good selling is about the connections you make, how well you work through objections, and how confident that you make your customers fell that will help you to make the sale.
Delivering on your promises, maintaining authentic relationships and helping your customers navigate internal disagreements helps to keep them loyal. Emotional intelligence is the critical competency that underpins 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 meetingthrough 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 to
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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
The 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.
Course updated – August 2024
Course Curriculum
Chapter 1: Determining your Approach and Attitude to Sales and Selling
Lecture 1: Introduction to the Course "Sales and Selling with Emotional Intelligence"
Lecture 2: Being Emotionally Intelligent about this Course on Udemy
Lecture 3: Are you a Natural Sales Person?
Lecture 4: Activity Booklet: 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: Activity Booklet: Developing a Unique Selling Proposition
Chapter 2: The Importance of Emotional Intelligence in Sales and Selling
Lecture 1: Emotional Intelligence the Key to Success
Lecture 2: Insights into Emotions
Lecture 3: More about Emotional Intelligence in Sales Situations
Lecture 4: Emotions in Selling
Lecture 5: Emotional Drivers in Selling
Lecture 6: Greed in Selling – What I Want To Gain
Lecture 7: Fear in Selling – What I Am Afraid Of Losing
Lecture 8: Altruism in Selling – What Will Help Others
Lecture 9: Envy in Selling – What Others May Gain Over Me
Lecture 10: Pride in Selling – What Will Be Good Choices?
Lecture 11: Shame in Selling – What Will Be Bad Choices?
Chapter 3: Needs Based Selling
Lecture 1: Introducing Needs Based Selling
Lecture 2: Pre-Call Objectives
Lecture 3: The Importance of Empathy and Rapport in Selling
Lecture 4: Uncovering Needs Through Conversations
Lecture 5: Questioning Techniques in Selling
Lecture 6: Using Features and Benefits to Satisfy Needs
Lecture 7: Handling Sales Objections
Lecture 8: Some Techniques for Handling Sales Objections
Lecture 9: Handling Really Awkward Objections
Lecture 10: Activity Booklet: Objection Handling Techniques
Lecture 11: Comfortable Closing
Chapter 4: Quiz: Identifying Probes in a Sales Meeting
Chapter 5: The Four Social Interaction Styles
Lecture 1: Selling and the Four Social Interaction Styles
Lecture 2: Activity Booklet: Assessing your Social Interaction Style
Lecture 3: The Driver Social Interaction Style
Lecture 4: Selling to the Driver Social Interaction Style
Lecture 5: The Expressive Social Interaction Style
Lecture 6: Selling to the Expressive Social Interaction Style
Lecture 7: The Amiable Social Interaction Style
Lecture 8: Selling to the Amiable Social Interaction Style
Lecture 9: The Analytical Social Interaction Style
Lecture 10: Selling to the Analytical Social Interaction Style
Chapter 6: Quiz: Selling and the Social Interaction Styles
Chapter 7: Sales and the Social Interaction Styles
Lecture 1: The Stress Responses of the Social Interaction Styles
Lecture 2: Activity Booklet: Assessing the Social Interaction Style of Others
Lecture 3: Ideal Behaviour for Ideal Interactions
Lecture 4: Using your Understanding of the Social Interaction Styles
Lecture 5: Being Flexible with the Social Interactions Styles
Lecture 6: Activity Booklet: Selling to your Least Preferred Social Interaction Style
Lecture 7: How the Social Interaction Styles use their Emotional Intelligence
Lecture 8: Using Emotional Intelligence to Be Flexible with the Social Interaction Styles
Chapter 8: Quiz: Selling to Challenging Customers
Chapter 9: Moving the Sales Relationship Forward
Lecture 1: Managing Anger and Frustration in Selling
Lecture 2: Behavioural Responses Under Stress
Lecture 3: Adapting to Disengaged Behaviour
Lecture 4: Activity Booklet: Three Good Things
Lecture 5: Concluding the Course with Two Important Questions
Chapter 10: Concluding the Course
Lecture 1: How to Access your Udemy Certificate
Lecture 2: Bonus Lecture
Instructors
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Robin Hills
Business Psychologist, Emotional Intelligence Trainer
Rating Distribution
- 1 stars: 6 votes
- 2 stars: 20 votes
- 3 stars: 198 votes
- 4 stars: 726 votes
- 5 stars: 1022 votes
Frequently Asked Questions
How long do I have access to the course materials?
You can view and review the lecture materials indefinitely, like an on-demand channel.
Can I take my courses with me wherever I go?
Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!
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