Sep 5, 2018
This week, Jim and Jan dig into
the tie between emotional intelligence and sales. Organizations are
moving away from manipulative tactics, and using using empathy and
connection to influence others. They discuss the similarities
between sales and leadership and how emotional intelligence can be
learned. There are ways we can turn small talk into big
[3:03] There is an art to
influencing that people find pleasant, rather than manipulative and
pushy sales tactics.
[4:42] We live in a “me” world,
and tend to think our actions have a bigger impact than they
[5:40] Back pressure is
important for creating urgency or a call to action, but there’s
only so much to create before you’re deemed as a royal pain. You
can increase your odds not to need that one deal by having many
options and activity.
[7:12] Leaders must take the
time to gather feedback and assess whether something is a useful
activity or is leading to a useful outcome.
[8:02] We also must understand
the buying process, and how it differs from the selling process.
Great influencers create the most frictionless path for
[10:33] One of the last
thing that AI might learn is how to sell something, and it’s
difficult the nuances of connection that comes with the bonding and
chatting in person.
[14:27] The threads that make up
great sellers and leaders are intertwined closely. The qualities
that set people apart in both of them include self-awareness,
authenticity, curiosity and an ability to truly connect.
[19:18] It’s natural to have
hang-ups and walls up to protect ourselves. Jim and Jan find that
the more teamwork exercises they do, the more likely people are to
let these walls down and trust their group.
[24:01] A few key
characteristics of a strong emotional intelligence and ability to
an accurate self image.
authentic and comfortable in your own skin.
words should match your feelings.
actions should align
[27:55] Small talk is easier to
learn than people think. Get out of your own way, and ask simple
questions, then really listen to the answer.
- “Everyone's an influencer.”
real anecdote to something not closing is having more things that
have a lot of different options you need activity.”
sales you are irrelevant, and the buyer has all the
- “Forget about you, if you want to influence
- “Great relationships are critical to success in
both sales and leaderships.”
LinkedIn: The Leadership Podcast
Thinking, Fast and
Slow by Daniel
Principles of Persuasion
#101: General Stanley McChrystal on
What Connects Us
The Art of Small
Talk by Debra