Enhancing Your Sales Ability By Strengthening Your Emotional Intelligence. Paul McGinnis

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1 Enhancing Your Sales Ability By Strengthening Your Emotional Intelligence Paul McGinnis

2 CE Credit in Four Easy Steps! 1. Scan your badge as you enter each session. 2. Carry your Evaluation Packet to every session so you can add session evaluation forms to it. 3. Track your hours on the Statement of Session Attendance Form as you go. 4. At your last session, total the hours and sign both pages of your Statement of Session Attendance Form. Keep the PINK copy for your records. Put the YELLOW and WHITE copies in your CE Envelope. Make sure an Evaluation Form is in your CE Envelope for each session you attended. Miss one? Extras are in a file near Registration. Fill out the information on the outside of the CE Packet envelope, seal it, and drop it in the box near Registration. Applying for Pharmacy CPE? If you have not yet registered for an NABP e-profile ID, please visit to do so before submitting your packet. You must enter your NABP e-profile ID in order to receive CE credit this year! 3/26/2013 2

3 Speaker Disclosures Paul McGinnis is a sales and marketing consultant. The conflict of interest was resolved by peer review of slide content. Paul McGinnis declares no financial interest in any service or product mentioned in this program. Clinical trials and off label/investigational uses will not be discussed during this presentation. 3/26/2013 3

4 Why Should I Care About Emotional Intelligence? 3/26/2013 4

5 Emotional Intelligence: Managing feelings so that they are expressed appropriately and effectively, enabling people to work together smoothly toward their common goals 3/26/2013 Daniel Golman,

6 Emotional Intelligence: the ability to manage ourselves and our relationships effectively 3/26/2013 6

7 0% of high performers have a high EQ 0% of low performers have a low EQ 3/26/2013 Talent Source, Jan

8 The differentiator between AVERAGE and STAR performers from 40 different corporations was the level of emotional intelligence vs. pure intellect and expertise 3/26/2013 Goleman, WEI, cf. Jacobs and Chen,

9 People with high emotional intelligence make more money $29,000 an average of more per year. 3/26/2013 Bradberry and Greaves, Emotional Intelligence 2.0 9

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11 SELF-MANAGEMENT Self- Awareness Self- Regulation Ability to recognize and understand your moods, emotions, and drives, and their effect on others Ability to control or redirect disruptive impulses or moods Motivation A passion to work for reasons that go beyond money and status 3/26/2013 What Makes a Leader, Goleman, HBR, Dec

12 RELATIONSHIP MANAGEMENT Empathy Ability to be aware of, understand, and appreciate the feelings and thoughts of others. Social Skills Proficiency in managing relationships and building networks 3/26/2013 What Makes a Leader, Goleman, HBR, Dec

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14 Emotional Intelligence (EQ) Assessment 3/26/

15 RESULTS /26/

16 Self-Awareness Ability to recognize and understand your moods, emotions, and drives, and their effect on others 3/26/

17 Self-Awareness Ability to recognize and understand your moods, emotions, and drives, and their effect on others Sales Impact More Self Awareness will... Lack of Self Awareness will... Build self confidence Negatively impact likeability Admit mistakes Come across as insincere Allow for authenticity Polarize the conversation Establish credibility Put the client on the defensive 3/26/

18 Self-Regulation Ability to control or redirect disruptive impulses or moods 3/26/

19 Self-Regulation Ability to control or redirect disruptive impulses or moods Sales Impact Better Self Regulation will... Lack of Self Regulation will... Increase likeability Encourage disruptive situations Overcome obstacles easier Come across as immature Show maturity and a level head Make client uneasy Minimize confrontations Not give off warm fuzzies 3/26/2013

20 Motivation A passion to work for reasons that go beyond money and status 3/26/

21 Motivation A passion to work for reasons that go beyond money and status Sales Impact Increased motivation will.... Lack of Motivation will... Give you a new drive Lead to poor performance Increase initiative Show itself to the client Provide a readiness to seize the next opportunity Prove you re on shaky ground 3/26/

22 Empathy Ability to be aware of, understand, and appreciate the feelings and thoughts of others 3/26/

23 Empathy Ability to be aware of, understand, and appreciate the feelings and thoughts of others Sales Impact Increased empathy will.... Lack of empathy will... Lead to better listening skills Come across as arrogant Build rapport Show lack of appreciation toward s client s problem Help you be distraction free Choke the relationship Enhance your ability to adapt to their communication style Prove you don t truly care about what they want 3/26/

24 Social Skill Proficiency in managing relationships and building networks 3/26/

25 Social Skill Proficiency in managing relationships and building networks Sales Impact Improved social skill will... Lack of social skill will... Persuade masterfully Limit your influence Overcome obstacles easier Stifle communication Show maturity and level head Keep relationships shallow Minimizes confrontations Create more conflict 3/26/

26 Increasing Your EI Recognize what stresses you out AND figure out a way to stay cool under pressure 3/26/

27 Increasing Your EI Start noticing people s body language and emotion 3/26/

28 Increasing Your EI Observe how you react to people 3/26/

29 Increasing your EI Do a self evaluation 3/26/

30 Increasing Your EI Determine in advance how your actions will affect others 3/26/

31 Case & Point See how one company used EI training to develop their sales force 3/26/

32 Understanding your EMOTIONS leads to Greater Achievement 3/26/

33 More Info 3/26/