Day 3 · SimplyClose Blueprint

Day 3

For me personally, emotional intelligence is the capacity to understand the prospect's current emotional state so that we can build rapport and from there have less friction with the prospect on the sales call. For example, if the prospect looks like he's having a bad day and he's not really focused on the call, it will be a dumb move for me to be super excited and full of energy because people buy from people that they like and that resonate with them.

The majority of the prospects buy with emotion. They convince themselves that they're using reason when in fact we as closers, we just pushed the right buttons to elicit the right emotions from them.

People want to buy their way out, out of pain if that makes any sense.

I use emotional intelligence to asses the person's current emotional state and then from there I act and talk accordingly to achieve whatever outcome I want from the situation. It's really important to take notice of their body language, their facial expressions, their tone, so on and so forth.

1 comment