Meridith Elliot Powell:

Hey, this is Meridith Elliot Powell, and welcome to another episode of sales logic, where every Saturday morning we discuss the strategies, the steps, everything that you need to know to be more effective, open doors, closed sales, and really turn all of this sales strategy into your success. And I am here with my co-host Mark Hunter. Hey

Mark Hunter:

Mark. Hey, good morning. It is always great to do Saturday mornings with you. We got another great topic and we got some new cool stuff. Hey, people are probably liking the, when we start the show. Yeah, yeah,

Meridith Elliot Powell:

We do. We’ve kind of got ourselves branded. We’ve got our logo up here. My favorite part is the fact that the, uh, the website is there. You can go at any time, the sales logic podcast.com. Drop us a comment, subscribe to the show, or just ask us a question. So have you had a good week,

Mark Hunter:

Mark? I had a great week and, uh, yeah, things are definitely picking up out there. It feels good. It feels really good. And I got my second shot this week too, so, oh,

Meridith Elliot Powell:

Congratulations. I got, I got another, uh, couple of weeks for, for, I get mine, but congratulations. You feel, did you get the

Mark Hunter:

Pfizer or the Moderna? I got Moderna Moderna. See, it’s it. That’s the question, everybody. So what shot did you get? J&J Pfizer or Moderna?

Meridith Elliot Powell:

That’s right. That’s right. That’s right. Uh, well, we’ve got a good show on tap today. So, uh, let’s go ahead and do our intro and, um, and jump in sound

Mark Hunter:

Good. I like the intro. Let’s go

Speaker 3:

Prospect with integrity. We will get customers who have integrity. Integrity is the foundation from which everything is built

Speaker 4:

On. You better understand value, but at the end of the day, sales is a relationship business. It is a people business. It is emotional business. This is sales logic.

Meridith Elliot Powell:

All right. Pretty cool. Intro to the show, right?

Mark Hunter:

I’m liking that intro. I’m liking that a lot. So it’s good. Yeah. I

Meridith Elliot Powell:

Gotta tell everybody I’m having a little work done at my house. My studio is being rebuilt, uh, for the third time. So if you hear pounding in the background, that is what is coming up through the, um, floor. So I hope that, uh, next week I’ll be coming to you from the new studio, but let me just quickly tell you how the show works. And then mark dive us in to the topics every week we come to you on Saturday morning and we talk about what’s hot in sales today. Each week we have a hot topic. We start off with a question from our audience. So if you have a question, go to sales, logic, podcast.com, or just do hashtag sales logic on social media, we will find you. We discuss a book of the week. And my favorite part is we end with a lightning round, cuz we want you to get return on investment from what we’ve got going on. So mark what’s on tap for today.

Mark Hunter:

Well, what’s on tap for today. The topic we’re gonna dive into is emotional intelligence and sales. Okay? There’s so many bad jokes we can say on that. We’re gonna dive into it. Emotional intelligence and sales. We got a great question. That’s comes from Cynthia. I’ll get to that in just a second then. Of course we, we have highlight a book that kind of goes with the topic cause we want you to really kind of dig into it more and pour the lightning round this week. This one’s a thought provoker. Wow. When I, I had to do some real thinking on this one. So anyway, okay. Let’s dive in first to the question. Cynthia in Denver asks my company is making us go through emotional intelligence train. I am finding it very interesting, but struggling with how it is really going to apply to my sales process. Can you help?

Meridith Elliot Powell:

Yeah. You know, Cynthia, let’s start off by really paying attention to what’s going on in emotional intelligence because really where it can help and how you can apply it is I think the sale really happens from you being keenly aware to all the cues that your customer is giving you that are not verbal cues. Wow. I have seen so many salespeople lose deals because they lack emotional intelligence. Imagine you’re pitching your product. And if you could read the body language of the customer that they’re getting irritated or they’re getting bored, that really gives you the sense to start to pay attention to what else is going on. Emotional intelligence really begins by your own. Self-awareness by you really understanding where you’re comfortable and confident how you communicate as a salesperson. So you can begin to adjust your style to better connect to the people that you are selling to.

Mark Hunter:

You know, and along with that, emotional intelligence begins with yourself. Mm-hmm and this is what’s funny. We always talk about looking at the emo, you know, reading the other person’s body language and what are they saying? What are they sharing with us? I’ll tell you what we are sending off body signals. We are sending off emotional signals. We are, and we have to be as mindful. This is a deep subject and it’s a subject that people don’t get well. So Cynthia, if you’re saying, how do you apply it to the sales process? It’s really about, you have having to take a step back and reflecting. What do you look like? How are you coming across to your customers? When I say, look like it’s not just how you physically look. No, no. How are you responding? One of the things that I always say, one of the ways that I can measure emotional intelligence is what is the pause that goes into communication. Very simply put, is this the person who’s rushing through things never allows one second of dead air. The person who is really looking to understand the other person’s emotional intelligence always allows silence to take hold. Why? Because that’s when the different signals really begin to come out. That’s when things really begin to manifest themselves. And you really begin to understand where that other person’s coming from.

Meridith Elliot Powell:

Yeah. I think one of the things that’s so important about emotional intelligence, and we’re gonna talk a lot more about this next week is trust. I mean, you have to understand that what you’re selling. I don’t care who you are. I don’t care what you sell. It’s a commodity people can buy or believe at least that they can buy the product or service that you’re selling anywhere. So they have to like you, they have to connect to you. And that’s really what emotional intelligence is. Are you aware of how you communicate and how you connect so you can pay attention and to what’s going on with your customer and really be able to adjust your style to better connect with them. I think it comes down to four things. Mark said it, it begins with self-awareness understanding yourself. You need to understand how people communicate in general.

Meridith Elliot Powell:

Mark has a different communication style than I have. We have one of our partners in our mastermind. Who’s incredibly detail oriented. That’s a different communication style than I have a communication style. So you need to be paying attention to those nuances. The last thing you wanna do is give a lot of information to somebody who just wants the bottom line results or get straight to the bottom line with someone who requires and wants a lot of information. You don’t need to be irritated by somebody who asks a lot of questions because maybe that’s, what’s important to them. You need to be able to pick up those signals. I mean, one of the things early on that I really struggled with was people who wanted a lot of information because I don’t, I really like a one word to email and things like that. And people would ask me a lot of questions and I would think they weren’t interested or they were irritated or something, but understanding how people communicate differently, lets you know, when they’re interested, what you need to do more of

Mark Hunter:

That is good. And with that, why don’t we kind of roll into the topic, emotional intelligence and say a, you know, one of the things that when we are truly embracing emotional intelligence, we really are allowing ourselves to be more flexible because we’re listening to, we’re looking for we’re understanding the cues that the other person is sharing with us. And that in turn changes the cues that we send them. So emotional Intel intelligence and sales is really about being more flexible and less transactional.

Meridith Elliot Powell:

Yeah. And I think, you know, our good friend, Larry Levine just popped in here with a gray comment and he said, the inner work we do on ourselves around heart mind and body fuels are outer success. So true. And Bruce, um, captain Kirk just bought, talked in and said, allowing side silence to speak so important, really paying attention, you know, what’s going on there, but here’s where I think you need to start with emotional intelligence. I’m not gonna get these numbers, right. But I think they say that our communication only 6% of it is our words. The rest of it is the tone of our voice. It’s the body language. I think it begins with our energy. Think about this whenever I’m doing sales training, I always start with sales people. And I’ll say you need to be paying attention to how the other person that you’re selling to communicates.

Meridith Elliot Powell:

You know, people who are outgoing, who are eye energy, upbeat. You need to pick your energy up, to communicate with them. For any of you listening to us today, who are that type of, of person. You know what I mean? Because the moment that you have somebody in front of you that speaks too slowly, doesn’t move fast enough or actually takes time to think before they speak irritates the fire out of you. In essence, you don’t like them, even though you don’t know anything about them and you don’t know why, but you’re, but you don’t like them. And the flip is true. I mean, I have a lot of energy. I have a lot of enthusiasm and that can overwhelm people. It can just be too much information. So if I’m selling to somebody who’s a little bit more reserved. I need to put my energy in check. I need to realize that maybe they’re gonna need to think about the conversation that we’ve had before they give me a response.

Mark Hunter:

Boy, I’ll give you a real good example regarding emotional intelligence, understand I’m coaching an in individual right now. And we’re about two months into the coaching process. And the first couple of weeks I had to catch myself, cuz I would ask him a question. It’d be silence. Yeah. And I said, art, are you still there? And he said, no, I’m just thinking you see his style was to really just think and ponder he’s an engineer. His background is engineering and he is, wants to process and really think through before, before he shares. Now I understand those, those silence breaks. And it’s very, very interesting, but he has picked up on me because now when he asked me a question, I pause, I may have an answer, but this is what’s interesting. I think because I pause and wait before where I speak. He now places more value in the answer I’m sharing with him because I’m now matching his communication. His emotional style

Meridith Elliot Powell:

Years ago, I went on a hiking trip and I met a gentleman there and he was definitely just a really outgoing and very relationship oriented person. And we ended up hiking together a, a number of days and he happened to live in the states. He never really asked me exactly what I did. He had some kind of idea around what I did, but we mostly talked about all the places we’d hiked all over the world, that things we’ve done. The fact that we’ve both liked to ride bikes to. And as soon as we got back to the states, he’s a CEO of a company. He and hired me to come into his company and do some work for them. What you have to understand about that is he’s relationship focused. If I’d have gone into the details of what I do, how I could serve his company, that’s not what he’s interested in at all.

Meridith Elliot Powell:

So you have to think about not only are people outgoing or they reserved, but are they relationship focused? He just wanted to get to know me as a person. And that was enough for, to hire me. Somebody else doesn’t care at all about what I did over the weekend. They’re not interested in my personal life. That tends to be me a little bit. I can blows my mind how much I, I have people who work for me and I feel like I don’t even know their birthday. I don’t even know anything. It’s a fault. It’s not a good thing, but it’s, but it’s the truth and you have to pay attention. So if I go in to a CEO’s office and I start talking about, you know, I see a picture of his kids and I start talking about his kids. The moment he says, they’re 12 and 14 and that’s all he tells me. That is my signal to shut up and get back to the business at hand,

Mark Hunter:

See this what’s interesting. People leave breadcrumbs for us. They leave far more breadcrumbs than we realize. What we have to realize is that we tend to deal with things using our style, our lens, the way we look at things. And we have to realize that if we’re really gonna communicate and understand people, we have to communicate in their style. The gentleman I share with you, who I coach, I had to kind of condition myself that when he asked me a question, I’d just be silent before I speak. And that internal raises the value of what he feels. I am sharing with him when we are willing to adapt. And this again comes back to this emotional intelligence of understanding where you’re coming from. It is amazing at how it begins to change the perception of what’s happening. And here’s what I find emotional is the front door to gaining confidence and you can’t close a sale without confidence. So I’ve gotta first begin to understand what is your emotional intelligence DNA. When I understand that it improves how I communicate, it improves how I listen, improves how I hear. And what does that do? It allows the two of us to create a level of confidence between each other. And when we create confidence, we then create trust. And of course, like you said, we’ll, we’ll deal with trust next week. Emotional intelligence is the front door of the sales process.

Meridith Elliot Powell:

Oh, I, I, I could not agree more. You know, years ago I had just become a commercial banker and I was young and I was the only female on the team and I really wanted to prove my values. So I started calling on this CEO that none of the guys had been able to move over. And with all this energy BIM and bigger, I called him on the phone and I knew him from, we had served on a board together and I called him and asked if we could have lunch. I wanted to discuss his banking relationship. And to there was this long pause, which I’m sure was five seconds long. But to me it seemed like it was 20 minutes. I think I was so scared that I just didn’t say anything, which was very, very lucky. But finally he said, yes, that would be fine.

Meridith Elliot Powell:

Years later, I look back on it. And I understand that he needs to think about things before he does things versus I’ve worked for other people that before they, I go to sell them before I even finish my sentence, they’re ready to sign on the dotted line. What I think is so important about emotional intelligence and what you need to listen to is the fact that one sales training instead of skills does not apply to anybody because that CEO that I just told you about that needs to think I can’t push him to close the sale. I mean, the worst thing I can do is push him before he has things through and read the information. And the sales cycle with that CEO is gonna be very different than the sales cycle with the CEO. I told you that I went hiking with, he didn’t need a lot of time to make a decision. The moment he liked me, he was sure. And he was ready to buy.

Mark Hunter:

You know, there’s something that you really touched on there and think about emotional intelligence is developed based on the road. We’ve we have traveled. It is amazing how the road we’ve traveled the life we’ve had our experience and so forth, begins to shape our emotional intelligence. So when we begin to see people react in a certain way, we can begin to get clues as to what the road they’ve traveled up to that point. Now, how does that help us well for you when you’re hiking with that individual, it was very much relationship oriented. Yeah. But now he undoubtedly had that DNA because of some reason, cuz of some road he had traveled or trail, he hiked that’s a bad punt. think about that. You were able to cross that bridge and become one that he could trust from a relationship standpoint. So that when you got back to the states, he called you and he engaged with you in terms of doing business. Yeah. In

Meridith Elliot Powell:

Fact, I, you know, in fact I did work for him for years and I’m not sure to this day, he really understands what I do. I and doesn’t care. So again, you need to be paying attention to, especially in today’s marketplace, in an uncertain marketplace, people need to feel heard. So if I’m trying to sell to mark and mark is outgoing, upbeat, high energy and not interested in the detail and I’m methodically. I like a lot of detail and I’m going through all the questions that my sales training told me to ask. I am messaging to mark that the way that I communicate is more important than the way that he communicates. And I signal to him without ever saying it that the relationship will be more about I want versus what he needs. Versus if I immediately pick up those clues in the moment that marks high energy and I pick my energy up and I start talking to him in a, in a language that is comfortable for him, I signal to him, I hear you. I’m listening. I’m gonna put your needs ahead of my needs. You talk about differentiating yourself in the marketplace. That’s gonna differentiate yourself

Mark Hunter:

In the marketplace. See? And that’s so, so key what you just described, but here’s one piece never step outside of your values and your morals. Yeah. I have watched this where we’ve seen people in selling situations where they, they leave their values at home and they go off and sell a different way. They leave their morals at home. No, no stay true to who you are. Because one of the things that the pandemic has really exposed is authenticity and transparency . But I think what this does is it allows us to understand the other person’s emotional intelligence that much easier because we are all far more transparent because of what we’ve gone through. We’ve all gone through over the past year. Yeah. And as a result, it allows us to, I think connect really. I think fast, emotional intelligence is more important now then it was the

Meridith Elliot Powell:

Pandemic. I would agree. I wanna draw attention to last. Couple of comments we had and Matt was talking about the fact that in therapy session, his therapist really used silence, um, with him. And he had a huge breakthrough. So true. Such good stuff can come outta silence. But I love this comment here from Daniel, cuz Daniel, you are so right. Emotion intelligence, cuz people always ask me about authenticity. Like if I start to communicate in a way that’s comfortable to mark, am I walking away from something that’s authentic to me? And the answer is absolutely not. It’s exactly what Daniel said here. If I went to Germany tomorrow, I would try to fumble my way through the German language. And he, even though I didn’t get it right or perfect people appreciate the fact that I’m trying to communicate in a way that is important to them. Emotional intelligence is the same way. I just love that Daniel said this because it’s as if we all communicate in our own style and when I’m trying to figure out what your style of communication is, there’s an energy shift, which I start to focus on you. And you feel that now as a prospect, I’m more focused on you than I am on myself. And that feels good.

Mark Hunter:

Love that comment. Hey, time is starting to slip away on us. So we should jump into the book and we got a great book selected for the topic. Do you have a copy there in front of you? I don’t

Meridith Elliot Powell:

Have it in front of you, but I sure do, but I sure do have a copy since

Mark Hunter:

Uh, you got, I am. I am holding it up by our good friend, Colleen Stanley. The book is emotional intelligence and I’ll tell you what. I want you to pick it up and get it and read it. It came out a year ago and it’s received a number of best in class awards from various sales groups worldwide. Why? Because it really dives down and tells you really in a step by step methodical process. What I like about the book, she gives you so many stories from her own business, from her own life. But Colleen Stanley emotional intelligence,

Meridith Elliot Powell:

I think she is truly the guru of emotional intelligence. Mark. I not only have that book, but I have the book, the red one, she, uh, she wrote on emotional intelligence right before that. So if you need to understand and do a little bit more work on emotional intelligence and who doesn’t, we all need to definitely follow Colleen Stanley and grab a copy of her book.

Mark Hunter:

Yeah, the book again, emotional intelligence for sales leadership. Okay. Put your hands on the buzzer. Get ready. We are into the lightning round. The lightning round is top clues. Your customers are giving you without saying a word. This is such

Meridith Elliot Powell:

A, this is such a great, this is such a great lightning round. So the top clues they’re giving you without saying a word. Number one is, are they making eye contact with you? Do they look like they’re listening or don’t look

Mark Hunter:

Like they’re listening. I’m gonna add to that silence. How are they using silence? How are they responding to your silence? Are

Meridith Elliot Powell:

They asking any questions or not asking questions? Are they taking notes? Do they seem interested?

Mark Hunter:

Do they take your questions and build on them? Just as you said, in terms of notes or do they just absorb the information and never say a word

Meridith Elliot Powell:

do they want to really deepen the conversation that you’re having? Did they come prepared for the meeting?

Mark Hunter:

Do they choose to change the communication style? You may wanna be having a meeting with them and they’re not responding, but instead they want to choose to communicate with you by way of email

Meridith Elliot Powell:

thanks, Patrick. Appreciate you think it’s it’s a great show they actually maybe do or do not tell you that you need to meet other people in the company. They’re starting to talk about the future or not talk about the future.

Mark Hunter:

I was gonna build on that some more because again, are they in the past tense or the future tense? And these are not just words they’re spoken, but it’s how they respond to what you say when you share a story, are they really with you? Or they just uh, no big deal.

Meridith Elliot Powell:

Yeah. What’s their body language doing? Are they leaning in, are they leaning back? Are they kind of fidgeting around or are they intently paying attention to what you’re saying?

Mark Hunter:

I’ll share one more. You share one more and then we’ll kind of close it down. I had a, a VP of purchasing share with me. He said every salesperson that cannot sit across from one of my buyer’s desks and deliver a price, increase with a strong body language and eye contact. You know, there’s a discount to be had.

Meridith Elliot Powell:

I think people are telling you volumes by the expression on their face. I’ve had this happen to me when sales have given me more information that I want and I look completely bored and they are not picking up on it at all. So pay attention to the expression on the face and read your

Mark Hunter:

Clues. And I’ll close with this. We’ve been talking about the customer, but remember your signals. What are the signals you’re sending are just as important because the signals you send impact the other person just as the signals they send impact you. And Hey with that time is up. So we gotta kind of close this down here, but I wanna say thank you for listening to sales logic this week. If you like what you hear, Hey, subscribe. Great. And review the show on your favorite podcast app. If something we’ve said has earned you a single dollar, Hey, consider telling a friend about our show. It’s how we grow to help you grow. I’m Mark Hunter

Meridith Elliot Powell:

And I’m Meredith Elliott

Mark Hunter:

Powell. Remember when you sell with confidence and integrity,

Meridith Elliot Powell:

Uncertainty suddenly becomes your competitive advantage

Mark Hunter:

And the sale becomes logical.

Meridith Elliot Powell:

All right, another great show. We will see you, uh, next week and um, we’ll be back next Saturday morning, 9:00 AM Eastern. And with another show, another topic you’re gonna wanna tune into this one because we are gonna be talking trust probably one of the most important things that you need in today’s marketplace, if you wanna sell and sell successfully. So we’ll see you next Saturday morning. Bye.