Selling with Emotional Intelligence: Ultra-High Performers
Dr. Chris Croner spent years researching and has written extensively about UHPs (Ultra-High Performers). Through his research, he has discovered that these UHPs share one critical, psychological trait and that characteristic is drive.
Success and your sales drive are a fundamental component of selling with emotional intelligence and includes:
1. Optimism and enthusiasm
This includes positive moods, attitudes, and emotions. These leaders realize their optimism and enthusiasm are contagious, and they influence every sales encounter with it. Optimism is also the fuel needed when facing temporary setbacks. It becomes an internal generator that attracts positive energy.
2. Winning attitude
I’ve interviewed dozens of sales professionals and the bottom line is they hate to lose and love to win. Winning requires a “winning attitude,” including winning self-talk. Our subconscious mind and thoughts drive our conscious behaviors. To build a winning mindset, build a winning and competitive arsenal of power thoughts.
Example: As I write this post, it is 5:05am PST. I will drive from Seattle to Portland today, about a three and a half hour car ride. I’m looking forward to listening to a series of podcasts to fill, fuel, and recharge my winning attitudes.
3. Singleness or purpose
I asked an UHP this week, “What are your ‘core four’ competencies that determine your success?” Without hesitation, he said, “Number one, singleness of purpose. Great achievements and accomplishments are a result of focus and elimination or noise, destruction, and trivial pursuits.” He is advancing and achieving his goals through intense, prolonged, and repeated efforts.
In order to work with singleness of purpose towards a high and distant goal, we know that selling with emotional intelligence takes self-awareness, self-regulation of emotions, and self-motivation to perform at peak performance day in and day out.
All good sales professionals train hard and work hard. Ultra-High Performers gain their competitive edge from an unquenchable drive. Remember, sales is a grind but you’ve got to grind to shine!
Here’s to your unquenchable drive,
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About the Author
Steve Gutzler is the President of Leadership Quest, a Seattle-based leadership development company. Steve is a dynamic, highly-sought-after speaker who has delivered more than 2,500 presentations to a list of clients including Microsoft, Starbucks, the Seattle Seahawks, Pandora Radio, Boeing, Cisco, Starwood Corporation, the Ritz Carlton group, and the U.S. Social Security Administration. He recently was voted #1 by the readership of Huffington Post as the Most Inspirational Leader on Social Media.
A published author on leadership and emotional intelligence, Steve resides near Seattle with his wife Julie where they enjoy time with their three adult children and six grandchildren.