Emotional intelligence (EQ) skills are somewhat misunderstood.  Like most sales training, it’s all about science vs. art. When approaching EQ, we first must understand the four skills before we can implement them into our daily lives.

According to Talent Smart, the world’s best provider of emotional intelligence (EQ), there are four skills paired under two categories: personal competence and social competence.

First, the two skills under personal competence are self-awareness and self-management.  Self-awareness is your ability to perceive your own emotions or actions in specific interactions.  Self-management is how you react, or fail to act, in a particular situation. We’ve all heard the phrase “it’s not what you say, it’s how you say it.”  This misnomer happens in everyday life, whether personally or professionally, and most people aren’t even aware it is happening. Intentions are good, but sometimes the message is misinterpreted.

Next, the two skills in social competence are social awareness and relationship management.  Social awareness is your inherent nature to pick up on other people’s emotions in certain situations.  Relationship management is the skill that ties it all together. Once you’ve determined your feelings and the emotions of others around you, your ability to successfully communicate and manage the relationship is critical.

Now how does this tie into sales or sales training?  We as salespeople, have to first successfully keep our emotions in check while reading others’ emotions to ultimately make the interaction as meaningful as possible.

Think about a sales manager or business manager in the car business, and think of all the interactions they have on a daily basis.  During Risk Theory Dealer Advisors University’s F&I series I class, we have the students think critically through all of those interactions, including: salespeople, customers, office staff, other dealer employees, to name a few.  The students participate in an in-depth break-out session and analyze a case study to discuss what could happen in certain situations. In the end, we provide them with strategies to help them improve in all four EQ skill areas. As with all our training, we take the train, show, coach methodology.

Overall, this activity highlights their strengths and weaknesses and helps them understand how they can more effectively manage their relationships in all situations.  In certain circumstances, people are made managers, but not given the proper training to help them manage themselves, lead others or handle specific situations. The manager title carries substantial weight in a dealership, but thought leaders are more meaningful and can bring lots of value in day to day operations.

Risk Theory Dealer Advisors is steadfast that successful leaders should and will be given tools to manage and lead themselves and others in all settings successfully.  Once we provide leaders with these tools, the gains in all departments are endless.

To learn more about Emotional Intelligence or to schedule a complimentary management EQ appraisal send me an email at jbarron@risktheory.com.

Jeff Barron, VP of sales operations, is a certified TalentSmart Emotional Intelligence 2.0 facilitator.