1) Lack of emotional management - often they are run by their own negative emotions

2) Low self-awareness - blind spots when it comes to self-inflicted harmful behaviours & actions 

3) Lack of situational awareness - not being able to read the room or the point at which they are losing people

4) Too quick to 'pitch' their solution with nowhere near enough time spent on prospect's world & problems 

5) Unconscious biases, assumptions & judgements - resulting in a lack of objectivity in getting to the truth of a prospect's situation 

And 5 ways to help reverse...

1) Improve EQ by reading up on the subject and by becoming more introspective. Spend time identifying negative behaviours & emotions, when you exhibit them or feel a certain way and why.

2) Directly linked to improving EQ, also try keeping a journal. Talk to family & friends, ask for honest feedback.

3) Listen back to call recordings to identify when you lose people. Constantly self-analyse. Get a coach to help in becoming more objective, offering constructive feedback & a roadmap for moving forward. 

4) Only talk about your solution when you have fully explored the prospect's world, have a solid grasp of problems/impacts & have done everything in your control to disqualify.

5) Drop any assumptions or guesswork. Ask a lot more questions. Engage critical thinking skills & only accept absolutes. Never settle for surface level or vague responses. Become aware of having happy ears & stop looking out for what you 'want' to hear in order to 'sell'. 

#sales #psychology #eq