We are not talking today about how learning to deal with and identify emotions can help professionals in the commercial area to improve their performance and results with customers and the market.
There are days when things are difficult, but whoever learns to use emotions in their favor has an important tool to work a sales process from approach to closing sales and also manages to arouse customers with the right emotions at the right times.
But, what are the emotions?
Researchers at the Social Interaction Laboratory at the University of Berkeley, in the United States, identified from a survey 27 main emotions , described in an article published in September in the journal Proceedings of The National Academy of Sciences.
They are: Admiration, adoration, relief, longing, anxiety, aesthetic appreciation, rapture, calm, confusion, sexual desire, empathic pain, amazement, estrangement, excitement, horror, envy, interest, joy, fear, disgust, nostalgia, anger, romance, satisfaction, surprise, boredom and sadness.
A good example is to imagine that your customer is so loyal to your product to the point of feeling admiration for your brand. Some of the most mature and well-known brands have achieved this status. The study even created a map for these emotions.
The feeling of relief can also be a good trigger to sell more. Putting these emotions into a sales pitch or even a customer retention point can be an excellent solution for achieving better results.
Now, just imagine how it is possible to develop commercial actions and attitudes to awaken each one of them in the right way in your client.
What pressures you and makes you tense?
I know you must be thinking that saying this in a text is easier than putting it into practice, but one of our biggest challenges to better take advantage of our emotions is just not knowing them.
I believe that of all the emotions that may be present on a manager’s day, what most hurts him is not knowing exactly what exactly pressures him and why he feels coerced all the time by the idea of failure.
One of the things that helps a lot to relieve the pressure of everyday life is learning to name your feelings. When a customer simply does not give satisfaction, instead of complaining that he is not managing to sell or manage with quality, proceed to make an exercise of assuming what he may be feeling to counter.
Insecurity is one of the things that can get in the most. It may be linked to strangeness, surprise, fear, anxiety. I think that more than offering a product, a manager has to be quick to read feelings and use them to his advantage .
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What causes everyday conflicts?
Most conflicts and confusions occur because instead of turning on the radar and reading the emotional reality of everyone involved in a process, we try to treat everything with impersonal uniformity.
My tip for you who always have to deal with turbulent days is to get used to writing down what your most common conflicts are to learn how to create emotional mechanisms to cope when it happens again.
An example, if your client always asks for a discount and that irritates you, start creating argumentative devices that make you empathize with your reality . This can work very well. Don’t always be invasive or combative in your arguments. In case of conflict, the ideal is always to use the weapon of empathic pain, sympathy and understanding.
Make a point of facing your most common conflicts. Preferably, make a list for each person you have to deal with. Naturally, your maturity to face those situations tends to change and you gradually educate yourself to change your position.
Conflicts are caused by emotional tension, but they can also, in most cases, be resolved by a robust emotional intelligence platform.
Taking care of what really matters
Is there only one way to manage unforeseen events, deal with failures, kill urgencies and master tight deadlines? It is relying on technological aids that enable you to replace harmful emotions for your mind with satisfaction in the face of a job well done.
It seems like an exaggeration to say this, but imagine the following scenario: Every end of the month you don’t have to deal with that bunch of spreadsheets to manually raise and cross data. The satisfaction of having a solution that can easily deliver business intelligence, eliminating wasted time, the constant insecurity of possible human error and delivering everything more visible and intuitive.