EQ for YOU!
A must listen clip on the power of emotional intelligence.
What is emotional intelligence?
Emotional Intelligence is a set of skills that help us better perceive, understand and manage emotions in ourselves and in others. Collectively they help us make intelligent responses to our emotions. These skills are as important as your intellect, experience and background in determining success at work and in life. Emotions influence, both productively and unproductively, our decisions, behaviour and performance.
Some people just get along with others, respond carefully even in the face of challenge, and truly connect with people. They are proactive, balanced, operate with integrity, and have great insight into themselves and others. All these come from a set of skills called emotional intelligence, or EQ. These skills are learnable, measurable, and are valuable at work – especially in complex roles. EQ skills assist in engaging people, influencing across boundaries and cultures, being proactive, caring for customers, building enduring sales relationships, and creating workplaces where people can excel.
The term EQ?
Most people first heard the term “emotional intelligence” around 1995 with the publication of Daniel Goleman’s best-selling book Emotional Intelligence, Why it Can Matter More Than IQ. In that work, Goleman laid out a powerful case that factors such as self-awareness, self-discipline, and empathy determine personal
and professional success. He drew on the work of numerous leading scientists and authors who were working to define and measure the skills of emotional intelligence. Peter Salovey is Provost and professor of psychology at Yale University.
Jack Mayer is a professor of psychology at the University of New Hampshire. The two psychologists published the first academic definition of emotional intelligence in 1990, and have continued as the leading researchers in the field. In part their interest began when they realized that the conventional definitions of
intelligence were inadequate because people with “high IQ” frequently made very poor decisions. They began to explore the missing ingredient and showed, in the lab, that people can “be smart” with feelings. Around the same time, a scholar named Reuven Bar-On began testing how measures of socially and
emotionally intelligent behaviour were linked to organizational performance.
As Peter Salovey said, “Yes we can control emotions. The trick is doing it in the right way at the right time.”
It’s not a new idea: around 350 BC, Aristotle wrote, “Anyone can become angry – that is easy. But to be angry with the right person, to the right degree, at the right time, for the right purpose, and in the right way – that is not easy.”
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Business Case for EQ
A range of implementation strategies have been used to deploy EQ, primarily in selection and development. The competencies are measurable and learnable; they can be improved through training and coaching. The most effective implementation strategies seek to integrate EQ into the organizational culture.
While there are numerous implementation strategies, researched EQ applications include:
• increased sales performance through recruiting and training more emotionally intelligent salespeople.
• improved customer service through recruiting higher EQ customer service reps.
• superior leadership performance by developing and recruiting for executive EQ.
Companies have demonstrated that using EQ in training and organizational climate change can reduce costs associated with turnover, absenteeism, and low performance.
Developing your emotional intelligence is transformational for your life and your sales. Emotional intelligence is not a FAD, it is a foundation that when developed and strengthened can catapult you to the next level of sales success, to that 1% kingly part of life that many sales people just dream about. Emotional intelligence is a sleeping giant within you. Everything you need to achieve is in you, not outside, but in you. This fuel called emotional intelligence has twice the power of knowledge, skills, IQ and expertise to power your performance.
So, what are the six emotional competencies waiting to be developed?
1. Self-Awareness – is about being aware of the way you feel and the impact your feelings can have on decisions, behaviour and performance. It will help you in realising that you are far better than you think you are. You will sell you products from a position of strength not fear.
If you are not self-aware you will be disconnected and not on the present.
2. Awareness of others – is about perceiving, understanding and acknowledging the way others feel. Your awareness of others will greatly improve. You will make less assumptions and your listening skills will improve especially when conducting a needs analysis. Your interpersonal effectiveness will be fantastic, and you will have greater understanding of others, how to engage, respond, motivate and connect with them.
If you are not aware of others you will be insensitive and not empathetic.
3. Authenticity – is about openly and effectively expressing oneself, honouring commitments and encouraging this behaviour in others. You will create greater understanding amongst colleagues about yourself and you will create trust and perceptions of genuineness amongst colleagues. You customers will trust you quicker in a sales meeting.
If you are not authentic you will be untrustworthy and not genuine.
4. Emotional reasoning – is about using the information in feelings (from oneself and others), and combining it with other facts and information when decision-making. Decision making is vital to your sales job. You in fact get measured by your decision making more than anything else. Emotional reasoning will enhance you decision-making where more information is considered in the process and you will have greater buy-in from others into decisions that are made. You will help clients see the solution way more clearly.
If you don’t have emotional reasoning you will be limited in you thinking and not expansive.
5. Self-Management is about managing one’s own mood and emotions; time and behaviour; and continuously improving oneself. You will have: Improved job satisfaction and engagement, Improved ability to cope with high work demands, Greater interpersonal effectiveness, Enhanced productivity and performance and Emotional well-being.
If you don’t have self-management, you will be temperamental and not resilient.
6. Positive influence – is about positively influencing the way others feel through problem solving, providing feedback and recognising and supporting others’ work. You will provide useful support to others. You will help others resolve workplace conflicts. You will help others respond effectively to stressful situations. You will calm you customers in a highly effective way by positively influencing the way they feel.
If you don’t have positive influence, you will be indifferent and not empowering.
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