Definition of Emotional Intelligence

There are a few variations of the definition of emotional intelligence (EI). It all comes down to how can you use emotional intelligence to accelerate your performance.

We are always looking for new sales skills tools to differentiate us from our competition. Perceiving & interpreting your clients emotion will definitely give you an advantage and fill up your sales tracking software funnel.

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An understanding of the role emotional intelligence plays in sales performance can be developed most effectively by first understanding the emotional intelligence definition.

Emotional Intelligence Definition

"Emotional intelligence is an intelligence having to do with discerning and understanding emotional information. Emotional information is all around us. Emotions communicate basic feeling states from one individual to another -- they signal urgent messages such as "let's get together" or "I am hurting" or "I'm going to hurt you.""

John Mayer

"The ability to monitor one’s own and others emotions, to discriminate among them, and to use the information to guide one’s thinking and actions."

Daniel Goleman

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When you study emotional intelligence, its definition and it areas you will realize it has a natural link to sales and sales success.

Make a note in your sales tracking software of when you start working on your emotional intelligence. You will see the change. The definition of emotional intelligence consists of 4 areas:

  1. Self Awareness - Ability to understand your emotions and their effect on others.

    Are you self aware? Are you aware of the impact of your emotions on your client and its affect on performance? How are you projecting yourself to your client?

    Are you aware of your strengths and weaknesses? Do you learn from your experiences? Can you take candid feedback?

  2. Self Management - Ability to control impulses and suspend judgment.

    Are you calm and clear in a stressful situation? Are you open & honest with who you are to yourself and others? Clients can spot a phony.

    Can you juggle multiple demands without loosing energy & focus?

  3. Social Awareness - Empathy, awareness of other's emotions.

    Your ability to accurately pick up on emotions in other people and get what is really going on. Do you understand what other people are thinking and feeling? Empathy is one of those key sales skill tools. Being able to put yourself in your client's shoes is invaluable as you identify prospects, understand their problems, negotiate the deal and close the deal.

  4. Social Skills - Managing relationships with others.

    Your ability to use your awareness of your emotions and the emotions of others to manage interactions successfully. This includes clear communication and effectively handling conflict. Are you an active listener? Do you recognize the first stage of conflict and are able to handle it? Are you good at looking for the hidden messages?

These 4 areas, social awareness, self management, social awareness and social skills or relationship management make up the fundamental areas of Emotional intelligence.

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