rr tr t^G fllte I ne uales t- -

W;ffifffT,H}'.,1":;if,i'ili'; 6 -

;""'9''Qisthatrawinterrigenceis dear with peopre in a proritabre way?

,tb. iTff;t1l" #iti"*Tffi."'"# l; wrtlr lrcopr€ In prorllaole way, navlgate.the emotlonal world we live in Am I tough enough? ness. cessful salesperson. There is no classicffi is more important to success and happiiVlanv fuctors/traits make up the suc- motivations?

Goleman's E.e. core competencies: model. The greats come in all shapes, .1,} *'. sizes,colors,intelligenceandlikeability.w-rWperceiveme?AmIawareofmy levels.

Someonekicksyouintheshins-or:'f'DG"..Socialskill_HowdoIrelateto somcw.heremoresensitire..'How|onsrru=|vothers.)CanImovethemtoaction..) can you hang in there? My friend Jim

. Empathy - Do I understand how Dermody says, "Sales is a mental tough- othersfeel| At all times? ness game." I agree. So many intelligent, filtrf

. Motivation- Can I stay motivared? charismatic salespeople fail. Just as com-

Emotional Intellisence and How to mon is the hard-working salesperson who can't sell a stick. Win Friends and Influence People (Carnegie) reach the It takes an amalgam of attributes and skills to make a same conclusion: Being smart is fine, but getting along great salesperson. Here are three-The Sales Q's. with people is the most important factor in ou. suic.rrI.Q. tntelligenz-Quotient, introduced by German psy- especially in sales! chologist William Stern (1871-1933), has become the most A.Q. What do we do when they say no? Whar do we common test in the U.S. for measuring intelligence. Ninety do when we have a bad year? Month? Day? Call? Each of percent of us have an I.Q. that falls between 70 and 130. these are a test of our Adversity Quotient, originated by Dr. Most smart people overvalue intelligence. Smart people Paul Stoltz. How hard and how many times can we take a should listen more. Research shows that a certain amount hit and keep on coming? of intelligence is necessary, but after that, the advantage of Adversity Quotient is the defining measurement. Are intelligence is negligible. there certain personality types that ire better for sales?

Mistakes smart sellers make: There are master sellers of all personalities. What they have

Overvalue product or market knowledge. Especiallyin common is resiliency (A Q.) and awill to in B2B sales, your competitors and customers know as win/succeed/be the best/prove something to themselves and much as you do. Just because you can talk product and the world. market does not mean you will get the order. Intelligent All master sellers reinvent themselves several times in sellers must use their intelligence to understand their their career. It feels like tuming yourcustomer as well as their product. Intelligent sales strategy self inside out and shedding skin at \ is more important than product knowledge. the same time. It is necessary, but it

Pontificate. Use your smarts to make the customer look hurts. The difference between the smart, not to make yourself look smart. Do not instruct journeyman and the master seller is your customer. Ask them questions that lead them. Listen. how they react when they: Listen. Listen. . Lose an order

Underestimate others' intelligence. Perilous and costly. Lose a contract Intelligence directed at creative problem solving, margin Lose a customer creation, or solutions creates lifelong customers.

The master seller's lifetime

But what if you're not that smart? Tell me who your challenge is to work on our perfriends are and I'll tell you who you are. Align yourself sonal mix of I.e./E.e./A.e. with intelligent leaders/sellers you trust.

E.Q. Daniel Goleman wrote Emotional Intelligence in James Olsen 1985. E.Q. (Emotional Intelligence Quotient) measures our Reality Sales Training ability to relate to others. The main urgu-"ni made in relaiames@realitv..,::,?:];"0L.'"t;'

*