High sales performers can be differentiated from the average by two critical factors:

• their level of optimism and resiliency when faced with setbacks
• their ability to connect well with clients and peers.

Both of these are important competencies of Emotional Intelligence (EI). Consider this research:

• At American Express, sales people trained in Emotional Intelligence outsold those who did not receive training in EI by 20%;
• Optimistic sales people outsold those who were pessimistic by 37% at Met Life;
  
• Pessimistic sales people are twice as likely to quit their job as those who are optimistic;
  
• Optimists enjoy better health, take less time off work and are more adaptable in a changing environment.

Optimism does not mean being unrealistically positive all the time. It does, however, determine how a person deals with setbacks. The good news is that optimism is a learned attribute and can be developed, resulting in real dividends due to a more resilient workforce. IHHP’s Sales Performance training program includes an assessment developed by Dr. Martin Seligman that determines a person’s level of optimism.

People buy from people they like. Surprisingly, connecting with others at an emotional level can be learned. Our Sales Performance program will teach you how to develop this skill. The benefits are apparent—once customers feel they have been heard and understood, they are open to the development of strong emotional connections, which in turn can be transformed into powerful business relationships (even with those “difficult” customers!).

It is not enough for an organization to train its sales people in technical skills, product knowledge and sales processes; it must also include the key ingredient—Emotional Intelligence. IHHP’s Sales Performance training program covers such EI competencies as:

• Dealing with setbacks and adversity;
• Empathy and connection with clients;
  
• Self-confidence, and focus on sales performance;
  
• Dealing with change
  
• Committing to specific and measurable goals, and;
  
• Being held accountable to reach these goals.