EQ vs IQ in Sales: How to Close Deals with Emotional Intelligence

I’ve spent $4M+ as a buyer and 20 years in sales. And still – no training ever taught me what buyers truly care about. I only learned it the hard way… Here are 12 things buyers feel that EVERY seller should hear on day one: 1. “Your meetings? just half my worries” Buyers rarely make decisions during your sales meeting. Obsess with supporting your buyers’ meetings as much as your own and you’ll 3x influence. 2. “I’m starving for guidance – not info” Buyers are suffering from information indigestion, not starvation. No, Whitepapers don't close deals. Don’t be an information giver; be a sense maker. 3. “Don’t expect the C-Suite to save you” Buyer C-suite execs are the WORST champions. Stop selling as if they’ll do the heavy lifting, or know the details. Find mid-level managers who get stuff done. 4. “We’re all decision makers here” Buyers don’t hand out ‘decision maker’ titles. Most times they don’t even define their buying group. Focus on mapping buying roles and influence instead. 5. “My team matters more than you think” Buyers 'below the line of power' can often make or break your deals. Especially in today’s flat hierarchy. Ignore titles, not buyers. Treat everyone with respect. 6. “Show me why first, then how” Buyers never *just* want to see your product when they push. They’re just hoping it would answer “Why should I care?". Make sure *you* answer that first. 7. “If it feels small, I'll spend small” Buyers' level of spend directly ties to the level of problem they believe you can solve. Stop selling product pain points stories, sell business transformations. 8. “Your product is only 20% of my business case” Buyers' entire process leads up to one glory moment: a Business Case. Don’t leave it to your champion to figure out from your product deck. Help them. 9. “I don’t know what’s next – guide me” Buyers don’t know how to buy from you. Make Next Steps are a co-creation, not about them OR you dictating things. 10. “Trial? we’re still defining the problem” Buyers’ process is not linear. Hell, most don’t even have one – Stop pushing them down your 5 CRM stages. Solve for the 20 steps they take in between. 11. “Your process kills the deal – not your product” Buyers will most likely ghost, keep you single-threaded, choose a competitor, or do nothing, because of *how* you sell. Stop blaming *what* you sell. 12. “50+ emails & decks? I’m not scrolling” Buyers rarely read all your decks, summaries, case studies, etc. It all gets lost in the shuffle. Orchestrate decision resources in shared spaces, don’t spray them. —— Your deals aren’t lost to Product or Price. “I don’t feel understood” “I’m not sure why we need this” “I can’t get others on board” ...are the real reasons. In 2025 – Sell Less, Facilitate More. P.S. We built Aligned to do just that: Equip champions, reduce friction & drive faster decisions. Deal Room used by 50K AEs. Try it FREE https://lnkd.in/d_49kHZE

I love the 12 lessons Gal Aga (CEO at Aligned) shares below especially: 1. “Your meetings? just half my worries” Buyers rarely make decisions during your sales meeting. Obsess with supporting your buyers’ meetings as much as your own and you’ll 3x influence. 2. “I’m starving for guidance – not info” Buyers are suffering from information indigestion, not starvation. No, Whitepapers don't close deals. Don’t be an information giver; be a sense maker. 9. “I don’t know what’s next – guide me” Buyers don’t know how to buy from you. Make Next Steps are a co-creation, not about them OR you dictating things. Those 3 points show that marketing and ABM is needed beyond driving pipeline. We should support sellers in the acquisition, retention and expansion conversations they need to have with buyers and we need to influence the internal buying conversations with content that tells the account story. We need to help buyers evaluate information, prioritize various sources, quantify trade-offs and reconcile conflicting information — all while helping customers arrive at their own understanding for why they need to move forward with us. More often than not, today’s customers are left with no clear means for evaluating trade-offs or moving forward with sufficient certainty to justify an expensive, potentially disruptive purchase. Gartner’s research shows that because customers struggle to make sense of all the low and high-quality information that is pushed out, they are significantly more likely to settle for a course of action that is smaller or less disruptive than originally planned - if they take any action at all. I also like... 7. “If it feels small, I'll spend small” Buyers' level of spend directly ties to the level of problem they believe you can solve. Stop selling product pain points stories, sell business transformations. At Personal ABM: An Account-Based GTM Firm, we've helped clients 2X and 3X their deal sizes by moving them from a "nice-to-have" solution to a department problem to a "must have" solution for the organization. GTM teams need to align with the strategic priorities of key accounts and their business problems and show how you'll fill gaps across the organization that will impact achievement of strategic objectives. We need to embed solutions across the enterprise. We embed it by focusing on the business transformation vs. department pain points. And, as we at Personal ABM: An Account-Based GTM Firm focus on the account experience, we really liked: 11. “Your process kills the deal – not your product” Buyers will most likely ghost, keep you single-threaded, choose a competitor, or do nothing, because of *how* you sell. Stop blaming *what* you sell. I take it one step further... buyers will go unresponsive because of how we market and sell to buyers. We need to redesign the account experiences that are being delivered and the digital, social, email and live interactions that teams are having. What are your thoughts?

Most Reps Think They’re Handling Objections… But Are They? But here’s the truth: 👉 Many dodge. 👉 Some push harder. 👉 Few uncover the real problem and use it to advance the deal. That’s why so many opportunities stall out... Because “objections aren’t rejection, they’re direction.” And if you’re not careful, you can treat every “no” as the end of the road… instead of the opening to go deeper. Here’s where most B2B salespeople fall short: 🚫 They treat price as the problem instead of the symptom. 🚫 They hear “I need more time” and step back instead of digging in. 🚫 They accept “We’re happy with our vendor” instead of exploring the gaps. But the top reps? They flip the script entirely. ✅ They use objections to diagnose the buyer’s real priorities. ✅ They turn stalls into strategies by asking the hard questions. ✅ They prove value by reframing the conversation around outcomes, not costs. The difference isn’t talent... It isn’t luck. Plane and simple, it’s judgment. The best B2B salespeople don’t fear objections. They engineer progress through them. That’s why their numbers aren’t random. They’re repeatable. So let me ask you directly… Are you dodging objections? Or are you mastering them to build unstoppable momentum? Because one makes you forgettable. The other makes you unshakable. “Lead Different. Sell Smarter. Win with Purpose.” --- ♻️ Share this with a sales leader who needs to hear it and follow me for more strategies to grow your team…👇 👉 Follow me on LinkedIn: [https://lnkd.in/eejPkWvX) 👉 Beyond The Funnel Newsletter: [https://lnkd.in/eXTPWb9p) 👉 My latest e-Book: https://lnkd.in/g_WruTpd PS: Thanks for reading!

Many salespeople make the same mistake: they prescribe before they diagnose. They jump into pitching solutions without ever slowing down to unearth what’s wrong. And what happens? Misunderstandings. Unclear objectives. Endless demos. Deals stall. Forecasts miss. Salespeople waste hours chasing opportunities that were never real in the first place. It feels like progress, but it’s malpractice. Think about it: a doctor would never write a prescription before fully understanding symptoms, causes, and implications. Sales should be no different. The cost of skipping this step is enormous. One rep can lose 100+ hours a month on deals that were never qualified. Multiply that across a team and you’re looking at hundreds of thousands in wasted time and missed revenue. Even more perplexing the buyer leaves feeling like you “pitched them” instead of understanding them. They didn’t feel heard and now see you as just another vendor. I recently worked with a sales team in industrial services who made this shift. We taught them how to slow down, dig deeper, and uncover not just pain, but what that pain really means if nothing changes. What happens if you do nothing? The result? Their pipeline shrank (in a good way), confidence returned, and their close rate doubled. When salespeople act like doctors by asking, diagnosing, listening and only then prescribing buyers feel seen and heard, trust builds, and deals close faster. If your team is still prescribing without diagnosing, it might be time to change the process. We teach and coach salespeople on how to shift to a mindset of diagnosing for the benefit of the customer. Not a wooden discovery process.   https://lnkd.in/gBnrH6QB .

Ever thought about the secret weapon to soar your sales numbers? It might just be your own vulnerability. In sales, it’s easy to assume that the strongest persona wins. A common mistake. Too often, sales professionals mask their true selves, fearing vulnerability. Let’s dive into why embracing those genuine emotions could actually help close more deals. Picture this: You’re a seasoned runner training for a marathon. You’ve got the technique, the stamina, but something's missing. It’s the human connection with your fellow runners that actually fuels your spirit to cross the line. Much like in sales, vulnerability builds that compelling connection. A few years back, during a crucial meeting, I decided to ditch the typical sales script. Instead, I shared a personal story about the struggles our company faced. The client saw honesty, not just a pitch. They could relate, and that's where the magic happened. We closed the deal, not because of flashy slides, but because of realness. Actionable Insights: 1. Share Your Stories: Next time you’re with a prospect, drop a personal anecdote. It could be a struggle or a minor success. The relatability factor will grow trust, and trust leads to partnerships. - Start small: Share a lesson you learned from a recent challenge. - Be genuine: Don’t rehearse it like a monologue, make it conversational. 2. Listen More: Often, sales is more about what you hear than what you say. By listening, you uncover the real needs of the client. - Ask open-ended questions. - Reflect their concerns back to them to show understanding. 3. Embrace the 'No': Every 'no' has its lessons. Instead of seeing refusal as a failure, see it as feedback. - Follow up with a 'thank you' email, acknowledging your understanding. - Analyze what went wrong to perfect your approach. So, next time you’re in a meeting, think about how you can bring your authentic self to the table. Let’s build stronger sales relationships by being real. How have you used vulnerability in your sales approaches? #SalesStrategy #VulnerabilityInWork #EmotionalIntelligence #SalesTips #BusinessGrowth

💡 9 Brutal Truths About Sales – And How to Master Them Sales isn’t for the faint-hearted. It’s a game of resilience, rejection, and relentless pursuit. But here’s the reality: these brutal truths are exactly what separate the average reps from the top performers. Here’s what I’ve learned through experience 👇 ✨ 1. Rejection is part of the game 🔹 You will hear “NO” more than “YES”. ✅ Tip: Don’t take it personally – every “NO” brings you closer to the right “YES”. ✨ 2. Targets never stop 🔹 You may celebrate today, but tomorrow a new number is waiting. ✅ Tip: Break goals into daily milestones to stay consistent. ✨ 3. Relationships beat transactions 🔹 Customers remember how you made them feel, not just the product. ✅ Tip: Build trust, listen actively, and focus on long-term connections. ✨ 4. Pressure is constant 🔹 Whether from competition, market shifts, or leadership, pressure never ends. ✅ Tip: Channel pressure into motivation, not stress – prioritize smart execution. ✨ 5. Effort > Talent 🔹 Natural skills may give you a start, but persistence keeps you in the race. ✅ Tip: Outwork and outlearn others – effort compounds. ✨ 6. Market dynamics change fast 🔹 What worked yesterday may fail today. ✅ Tip: Stay agile, keep learning, and adapt to trends. ✨ 7. Repetition matters 🔹 Success in sales is doing small things right – again and again. ✅ Tip: Perfect your pitch, follow-ups, and execution daily. ✨ 8. Confidence sells 🔹 If you don’t believe in what you’re selling, no one else will. ✅ Tip: Know your product inside-out, and let conviction fuel your pitch. ✨ 9. Winners never stop learning 🔹 Top salespeople are students first, sellers second. ✅ Tip: Learn from every meeting, feedback, and market insight. 💬 My Professional Opinion: Sales is tough, yes – but it’s also one of the most rewarding professions. The key is to embrace these truths, not fight them. When you accept rejection, pressure, and targets as part of the journey, you start to grow beyond them. 🚀 Best Way to Handle Sales: Stay consistent. Keep learning. Build genuine connections. Celebrate small wins. Because at the end of the day, sales isn’t just about numbers – it’s about resilience, growth, and impact. #Sales #Motivation #GrowthMindset #FMCG #SalesLeadership #Teamwork

Why Emotional Intelligence is the Hidden Multiplier in Sales "The difference isn’t just what you say, it’s how you make people feel." The gap between average reps and elite performers often lies in: - How they read people, not just pitch products. - How they adapt tone, instead of forcing scripts. - How they build trust, instead of pushing features. Here’s how to hardwire Emotional Intelligence into your sales culture… 1. When Entering a Sales Call ↳ Instead of "Let’s dive right into the deck." ↳ Say "How’s your week been? What’s top of mind for you right now?" 2. When Hearing an Objection ↳ Instead of "Let me tell you why that’s wrong." ↳ Say "I hear you. Can you walk me through what’s driving that concern?" 3. When a Prospect Seems Distant ↳ Instead of "Let me explain it again." ↳ Say "I might be missing something, what’s most important to you in this decision?" 4. When Reading the Room ↳ Instead of "I’ll present the same way every time." ↳ Say "Is this group looking for detail or just the big picture today?" 5. When Closing the Conversation ↳ Instead of "Are you ready to buy?" ↳ Say "Based on what we’ve discussed, does this align with where you want to go?" 6. When Training New Reps ↳ Instead of "Memorize the script." ↳ Say "Master how to listen, adapt, and connect with real people." 7. When Coaching Performance ↳ Instead of "You need to be more persuasive." ↳ Say "Let’s review how the buyer reacted and how you could have adapted your tone." 8. When Reviewing Wins ↳ Instead of "Congrats, great job closing!" ↳ Say "What signals did you pick up that told you the buyer was ready?" 9. When Reviewing Losses ↳ Instead of "They just weren’t interested." ↳ Say "What emotions were at play that we didn’t address?" 10. When Building Team Culture ↳ Instead of "Just hit the numbers." ↳ Say "Let’s master human connection—because numbers follow trust." - Good sales reps know their product. - Great sales reps know their people. - Good sales leaders train skills. - Great sales leaders build Emotional Intelligence. Now ask yourself, are you training your team to push harder… or to connect deeper? Make the shift today. Build an elite team. Your results will thank you. "Lead Different. Sell Smarter. Win with Purpose." --- ♻️ Share this with a sales leader who needs to hear it and follow me for more strategies to grow your team…👇 👉 Follow me on LinkedIn: [https://lnkd.in/eejPkWvX) 👉 Beyond The Funnel Newsletter: [https://lnkd.in/eXTPWb9p) 👉 My latest e-Book: https://lnkd.in/eB2HsYqa PS: Thanks for reading!

Mastering emotional intelligence transforms sales from a transactional process into a meaningful connection, driving better results by understanding and aligning with the customer’s needs.

The Dark Side of Being Too Nice in Sales (Why It Costs You Deals) We’ve all been taught: “Be nice. Build relationships. People buy from people they like.” And, of course, that's true. But here’s the dark side: being “too nice” turns you into the salesperson who never asks the hard questions - and never closes. Too nice means: - You avoid pushing back when the buyer is wrong. (Be the Challenger) - You let prospects control the timeline. (Always BNASTY - get a Best Next Action Step Toward YES) - You accept vague answers instead of digging deeper. (Sales is all about the questions) It feels good in the moment. The prospect smiles, the call feels pleasant…but then? Nothing. Because TOO “nice” doesn’t challenge buyers to act. The most effective salespeople aren’t jerks - they’re courageous. They’re willing to say: 👉 “That doesn’t sound like it’s a priority for you.” 👉 “Can I ask why you’re hesitating?” 👉 “What happens if you don’t fix this?” That’s not rude - it’s leadership. And buyers respect it. Being nice wins friends. Being real wins deals. I got into a "discussion" with a CEO whose team I was training after I told them, "People do business with people they like and trust." The CEO told me, "The trust is crucial but I may still do business with you even if I don't like you." Neither of us changed the other's mind, but he did have a point...too nice doesn't help you when selling. Stop being the “nice guy/gal” who’s easy to ghost. Start being the trusted advisor who helps buyers make decisions - even when it’s uncomfortable. Prospects want answers/solutions to their challenges. Sometimes we have to challenge them during the process to help them make the right choice...the right decision that will actually serve them. It's not always about giving them what they want...we have to give them what they need. 👉 Do you think salespeople should focus more on being liked, or being respected? #sales #salesconfidence #salesconfidencelab

The Dark Side of Being Too Nice in Sales (Why It Costs You Deals) We’ve all been taught: “Be nice. Build relationships. People buy from people they like.” And, of course, that's true. But here’s the dark side: being “too nice” turns you into the salesperson who never asks the hard questions - and never closes. Too nice means: - You avoid pushing back when the buyer is wrong. (Be the Challenger) - You let prospects control the timeline. (Always BNASTY - get a Best Next Action Step Toward YES) - You accept vague answers instead of digging deeper. (Sales is all about the questions) It feels good in the moment. The prospect smiles, the call feels pleasant…but then? Nothing. Because TOO “nice” doesn’t challenge buyers to act. The most effective salespeople aren’t jerks - they’re courageous. They’re willing to say: 👉 “That doesn’t sound like it’s a priority for you.” 👉 “Can I ask why you’re hesitating?” 👉 “What happens if you don’t fix this?” That’s not rude - it’s leadership. And buyers respect it. Being nice wins friends. Being real wins deals. I got into a "discussion" with a CEO whose team I was training after I told them, "People do business with people they like and trust." The CEO told me, "The trust is crucial but I may still do business with you even if I don't like you." Neither of us changed the other's mind, but he did have a point...too nice doesn't help you when selling. Stop being the “nice guy/gal” who’s easy to ghost. Start being the trusted advisor who helps buyers make decisions - even when it’s uncomfortable. Prospects want answers/solutions to their challenges. Sometimes we have to challenge them during the process to help them make the right choice...the right decision that will actually serve them. It's not always about giving them what they want...we have to give them what they need. 👉 Do you think salespeople should focus more on being liked, or being respected? #sales #salesconfidence #salesconfidencelab