What do you do if your sales prospects are resistant to emotional intelligence techniques?

Emotional intelligence is a way of being, not a set of techniques. It involves being a good listener, being empathetic, and in putting yourself in someone else's shoes. In sales we need to be emotionally intelligent because our buyers don't need us anymore simply for information. Buyers need us to help them know what is most important to do in solving their problems. If buyers are wary of sellers because of negative experiences that make them wary of sales tactics I would agree 100%. Sellers should not be using tactics to help buyers. We need to demonstrate our empathy and listening skills by learning more from those same buyers who may be wary. If we do it right, they could be our future customer.

Na minha experiência, quando os prospects são resistentes a técnicas de inteligência emocional, é crucial adotar uma abordagem baseada em valor e lógica. Focar em como seu produto ou serviço resolve um problema específico ou melhora a eficiência pode ser mais eficaz do que tentar estabelecer uma conexão emocional. Além disso, fornecer dados concretos e estudos de caso que comprovem o sucesso de suas soluções ajuda a construir credibilidade e confiança sem depender exclusivamente de apelos emocionais.

Quando os clientes não estão reagindo bem as nossas técnicas, precisamos mudar um pouco o jeito de abordá-los. É importante focar mais em mostrar como o nosso produto ou serviço resolve os problemas que eles têm, apresentando exemplos concretos para mostrar que os resultados são reais. Além disso, explicar de um jeito simples e direto pode ajudar a deixar eles mais tranquilos e aumentar as chances de fechar negócio. É legal também construir uma relação de confiança, mostrando que estamos dispostos a ouvi-los, mesmo que não demonstrem muita emoção. No final das contas, isso tudo vai fazer com que a gente tenha mais sucesso, seja concretizando a venda ou fortalecendo o relacionamento.

It's necessary : - be interested in others, - give him the choice between two things that you have decided and let him come - listen to it, breathe it I remember a very important prospect (several millions in play), he couldn't stand oversized equals, we signed together, he needed to be considered! and in fact he was unhappy in his life!

Move on their timetable and make them feel like they are in control. That sense of power will make them open up more and help realize issues that are beyond surface level

Ajustar a estratégia é fundamental para o sucesso nessa área em que atuamos. Por vezes precisamos usar outros gatilhos criativos como por exemplo citar uma possível negociação com seu principal concorrente direto para utilizar a concorrência entre eles como possível ganho. Logicamente sem abrir dados desse concorrente pois sempre precisamos defender a ética em nossa carreira.

Forget fighting the resistance – join it. Like that: Prospect:"Our current customer segmentation is pretty good. We don't need new predictive models, thanks." SDR: "Looks like you're pretty well set up. I'm guessing your models are around 90% accurate?" "More like 75/80." "Sounds like that rate is working fine for you." "Well, more accurate predictions are always better, I guess. Are your models able to reach 90% accuracy?" "In some cases, yes." You get the idea – highlight a potential problem, and let your prospect do the rest.

Si les prospects sont résistants aux techniques d'intelligence émotionnelle, il faut s'adapter. Pratiquer l'écoute active pour mieux les comprendre. - Cerner les objections - Apporter des exemples/réponses factuelles - Peut-être retenter une approche plus light sur du court terme. - Continuer d'y croire !

When sales prospects are resistant to emotional intelligence techniques, it's important to adapt your approach. Focus on building rapport, actively listening to their concerns, and demonstrating empathy. Additionally, try to understand their perspective and tailor your communication to address their specific needs and preferences. Remember to remain patient and persistent in building trust and rapport with the prospect.

Having a diverse portfolio of case studies and previous work RELATED to the prospect's industry is the best to build credibility. If you're working in a newer niche or just starting out with not many case studies, use LOGIC to build this credibility along with your no-brainer offer.

Si mis prospectos de ventas muestran resistencia a la inteligencia emocional, la clave es construir credibilidad con un enfoque estratégico. Una forma efectiva es demostrando tu expertis en el área en la que estás ofreciendo tu producto o servicio. Esto puede hacerse con casos de éxito, testimonios o información técnica (Estadísticas). Mis relaciones por ejemplo, siempre las construyo a través de la transparencia y la honestidad. Hay que ser claros acerca de lo que puedes o no ofrecer. Finalmente, aunque exista resistencia a la inteligencia emocional, es crucial mantener una actitud profesional y empática, siempre mostrando un interés genuino por las necesidades y preocupaciones de tu prospecto.

Renforcer sa crédibilité est toujours important, faut-il encore le faire correctement. Pour cela, les exemples transposables à notre prospect sont très souvent bien plus efficaces que les chiffres ou statistiques. Les retours clients satisfaits sont bénéfiques et montrer qu'un retour client négatif a été une source de progrès sur nos produits l'est tout autant. La crédibilité est plus vite renforcé lorsque c'est une tierce personne qui le dit.

Over many years on LinkedIn I have found that I need to make time every week (if not every day) to stay current regarding my future customers, my peers, and my own profile and updates. Also, to build credibility keep an online journal (since you won't remember all of the people you help over time) and share stories of successes occasionally to show exactly how you help others.

Being able to clearly emphasis the results and demonstrating the entire process / onboarding view could be helpful in building trust and increasing the chances of conversion. Often times prospects are frustrated or confused with your actual service - so just explaining and breaking down in simple words can be helpful.

Yes, it is vitally important to let the customer make the final decision, it is recommended that we be the ones to guide which options they can decide between.

Cuando te enfrentas a la resistencia a las técnicas de inteligencia emocional, es crucial cambiar tu enfoque hacia la construcción de una relación sólida con el cliente potencial. Esto se puede lograr escuchando activamente, mostrando empatía y demostrando interés genuino en sus inquietudes. Al adaptar su estilo de comunicación para alinearse con las preferencias del cliente potencial, puede establecer una conexión que fomente la confianza y la apertura. Además, resaltar el valor de su oferta para abordar sus desafíos específicos puede ayudar a superar su resistencia y demostrar los beneficios de incorporar la inteligencia emocional en el proceso de ventas.

I like to treat "no" as a "not interested RIGHT NOW" reply. Make sure to dig as deep as you need to find the true reason as to why prospects would not like your product / service. Then you can continue performing necessary follow ups later on when time is right and make a mark on your CRM.

A helpful way to look at this is that a "no" isn't a rejection, it's a decision. Often you or your salespeople can look at a decision as a personal failing on the part of the salesperson. My advice is this: fulfill your role as an expert advocate for the client and you will never feel like it's your fault ever again. Sometimes clients really need your product or service, and they just can't make it work. That's not on you! That all said, let your salesperson have a moment, or if you're the salesperson in question, allow yourself to feel disappointed. It's a bummer, there's no doubt, and if you need a moment to self-regulate, take it. That way you can come back refreshed and keep crushing it!

Pour rester résilient, il est plus simple d'aller de RDV en RDV. C'est à dire qu'il est important de partir d'un RDV avec un autre RDV ou une action datée à faire pour rester en contact avec son prospect. Au pire des cas, dans les 24-48h, il est essentiel de faire un mail récapitulatif du RDV, d'y intégrer ce que vous aviez dit (complément d'information, devis, retour clients, présentation...), de demander la bonne réception du mail et de proposer de le recontacter (mail, téléphone, RDV physique) dans tant de temps ou à une date convenue.

La resiliencia es fundamental ante cualquier proceso comercial. En mi opinión, para ser resiliente ante esta situación, es importante recordar que la resistencia no es necesariamente personal. Puede estar relacionada con experiencias previas, preferencias de comunicación o simplemente el estilo individual de cada persona. Una forma de ser resiliente es mantener una actitud positiva y proactiva. Nunca se desanimen por la resistencia inicial, véanlo como un desafío para encontrar nuevas formas de conectar con ese prospecto. Nada se construye si se fuerza, en su lugar busquen oportunidades sutiles para demostrar empatía y comprensión. Esto podría abrir gradualmente las puertas a una comunicación más profunda.

There are core competencies for success in selling, not tactics. Make sure you have the will to succeed and that you are coachable - those are two big things that the very top sellers have. Invest in yourself to learn and grow. Learn as much as you can about business and about your customers - who they are, what they like, what problems they face, and who their customers are.

I find that clients that are emotionally distant are clients that have the longest sales cycle. I also find them to be the clients with the most capital available to spend. Reel them out a bit and match their tone, and don't be afraid if they are taking their time. Whatever you do, don't burn bridges or give ultimatums. They may come back to you in a big way 6 months later.

Not every prospect is going to be receptive to the emotional intelligence angle right off the bat. When you encounter that resistance, pivot to a more analytical, straightforward approach. Lean into the hard numbers, metrics, and quantifiable results you've driven for other clients. Turn up prepared with case studies and tangible ROI figures that are tough to argue with. The key is reading the room and tailoring the pitch to what resonates best with each particular buyer.

Lo más importante en la prospección de ventas es adaptar su enfoque centrándose en generar confianza y simpatía a través de la escucha activa y la empatía