1. 12 Ways to
Enhance Selling with
Emotional Intelligence (EQ)
To learn more, go to:
www.hudsonrc.com / Call 845.359.8800

2. Why is Selling Important?
We all need this skill.
Health Care
Professionals
Selling is Co-Workers
for all of us.
Sales
Professionals
Teachers
Parents
Leaders
Employees who are
committed and
engaged.
Patients who are
responsible, active
partners in care.
Obtain buy-in
and participation
for cross-functional
initiatives.
Caring,
responsible
children and
citizens.
Loyal customers
who value our
products and
services.
Motivated,
engaged
students.

3. What is EQ?
• Ability to be aware of our emotions and the
emotions of others…
And using this information to guide thinking
and actions.

4. Why Does EQ Matter?
• Promotes better relationships and interactions
• Prompts better decision making
• Reduces stress
• Expands options
• Improves successful sales results.

5. 12 Ways to Enhance Selling with EQ
Self-Awareness
1. Be sensitive to your own stress levels to make better choices when interacting with potential
customers.
2. Pay attention to what you are feeling and what these emotions may reveal about context, timing
and situations.
3. Use self-talk to better manage the fear of rejection (for example, “If we don’t move forward on
this proposal right now, we may be able to modify it and more forward later.”).
Self-Management
4. Anticipate responses your interactions may trigger in others and have a plan to address them.
5. Practice “positivity.” In contrast to negative emotions (such as judgment, fear, anger, intimidation),
which create tunnel vision and limit possibilities, positive emotions (such as interest,
appreciation, gratitude and humor) helps widen possibilities and makes relationships more
cooperative and trusting.
6. Use your knowledge of personal “hot buttons” or triggers to reduce a reflexive negative response.
For example, if a condescending attitude is a trigger, don’t respond by being angry. Instead,
consider why the other person may be exhibiting this and what this says about him/her.

6. 12 Ways to Enhance Selling with EQ
7. Learn how to approach others with empathy.
8. Sharpen your powers of observation so you can better assess others’ interests and
frame of mind.
9. Use more questions than statements to understand others’ goals, opportunities and
perceptions.
10. Emphasize others’ agenda before your own. People will buy for their reasons, not
yours.
11. Be authentic in your responses. If you notice that someone is moving away, not
listening or showing other clues that indicate a negative response, modify your
approach and avoid “pushing,” even though that may be your reflexive reaction.
12. Be flexible to respond to changing dynamics in your interactions and understand
overall context.
Social Awareness
Social Management
To learn more about how EQ can help your sales efforts,
visit :www.hudsonrc.com / Call 845.359.8800