Emotional intelligence -- the ability to recognize, understand, and influence your emotions and the emotions of those around you -- is critical to success.

In fact, research from the Carnegie Institute found that 85% of financial success is dependent on a person’s personality and leadership, communication, and negotiation skills.

Meanwhile, just 15% hinges on their technical ability.

A separate study of 515 senior executives revealed high EQ was a better determinant of their success than experience or intelligence.

One simple way salespeople can increase their EQ? Imagining themselves (literally) walking in their prospects’ shoes. Research shows this exercise actually improves empathy, which makes it easier to understand the buyer’s challenges and objectives.

But that’s not the only technique reps have at their disposal. Check out the infographic below from Gordon Tredgold for nine more ways to boost EQ.


Originally published Sep 30, 2016 6:30:00 AM, updated February 01 2017


Emotional Selling