Emotional Intelligence in In-Home Sales: Navigating Customer Emotions for Better Results
Oct 27, 2023
Let's get real about emotions in sales. In in-home sales, customers aren't just logical robots—they're emotional beings, and that's where Emotional Intelligence comes in.
Learning how to be an emotional chameleon in an art. Let’s dive into the importance of Emotional Intelligence and how to use it to help the customer find a solution.
- Read the room like a poker player. Pay attention to their non-verbal cues. If they look confused, explain things in simpler terms. If they seem disengaged, change the subject. If they seem bored, make things exciting quickly. Your emotional radar will guide you like a GPS. This will give you and the customer a better experience.
- Another important part of Emotional Intelligence is understanding when the customer is not comfortable with whatever and you then adjust your presentation to make that customer comfortable. Watch for changes in body language and voice tones. Those that do not pick up on those customer cues, typical do not sell.
- Emotional Intelligence is also finding ways to really connect with your customer. Use your emotional intelligence to guide you thru your presentation. An easy way to connect with most customers is showing them that you care. Caring makes the customers feel appreciated and that you are there for them.
- Always check your own emotions at the door. Leave your bad day and personal stuff behind, learn how to block out life situations, and be there 100% in front of your customer. When you step into that home, you're 1 opportunity to shine and give an amazing presentation. You have be cool, calm, and collected like James Bond—minus the tuxedo, of course.
- Emotional intelligence is also about managing those heated moments. Look, customers can get angry, annoyed, or even sad. Don't let their emotions trigger a meltdown. Stay calm like a Zen master, acknowledge their feelings, and diffuse the situation with style and grace.
Sales Closer Tip: The power of storytelling. Emotions and stories go hand in hand. Share success stories, real-life examples, and personal experiences. Use pictures and videos to increase and tie in the experiences even better. When customers connect emotionally with your stories, they're more likely to say, "Yes, I want what you have!"
