Closing the deal should be a conquered mountain rather than a mountain to climb. We have to agree that courage is the very centre of the problem when it comes to closing a deal. The thing that destroys courage is the lack of confidence. The thing that brings no confidence is the thinking and associated emotions around what people might say when your try to close the deal. Your mind says ‘NO don’t call, it will be embarrassing, you will get rejected, you will annoy the client, they might think you are desperate’ and on it goes. So now you focus on how YOU will feel if you get rejected. You haven’t even made the call yet and already you are in a state of emotional deadlock. This can also lead to your self-esteem and self-worth taking a tumble.
One of the emotionally intelligent skills that will really help you is the skill of EMOTIONAL SELF-AWARENESS. Emotional Self-Awareness is the skill of perceiving and understanding one’s own feelings. Feelings influence decisions, behaviour, and performance and therefore courage. Emotionally self-aware salespeople are conscious of the role their feelings can play in these areas and are better equipped to manage this influence effectively. Salespeople who are very high in this skill are likely to pay close attention to their feelings at work and have a profound sense and knowledge of themselves. They are likely to be very connected with their inner values and beliefs. When this type of emotional information is combined with facts and technical information, people think and make for expansive, creative and well thought-out decisions. Closing the deal then becomes a conquered mountain rather than a mountain to climb.
Marcus is the leading South African and African Speaker, Teacher, Assessor, and Writer in applied emotional intelligence for leadership, sales, and workplace human development. Marcus is a certified emotional intelligence practitioner with Genos International. Marcus has a platform of ideas, training and human assessments dedicated to the advancement of emotional intelligence in people for people excellence. Marcus speaks to organizations with a wealth of experience in human development and getting ahead in a competitive environment with their greatest assets – their PEOPLE!
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