01 August 2023 |

🎯The EQ Power Play

By Alex Alleyne

What a last week! The highlight being the launch of SaaS Shift, my new program designed to take working professionals to multi 6-figures in earnings as a SaaS Seller.

I am greatly passionate about this space and being able to help others through a structured blueprint to speed-run to life-changing earnings feels incredible!

If you are a working professional who wants to earn more, an out-of-industry sales person who wants to earn more or an existing SaaS Seller who wants to become best in class then I want to hear from you.

Schedule a call with me directly here so we can explore how I can help you.

Now onto this week’s Newsletter … 

Findings published in the Journal of Marketing Research shows that salespeople with high EQ outperform their counterparts with lower EQ, typically closing more deals and retaining more customers.

Let’s delve into how you can harness this to deliver transformative results for your team.

2 Eyes, 1 Mouth 

We have all heard the saying, “you have 2 ears and 1 mouth for a reason,” to encourage talking less and listening more.

We also have 2 eyes for a reason — and your ability to look at, interpret and understand what is happening in front of you is fundamental. 

Have you ever been in a situation where a customer has told you they want to go ahead, but everything about their body language says otherwise?

I have been there too and it presents a great opportunity to dive deeper with your customer to truly unpack where their reservation stems from.

This goes beyond simply seeing what’s in front of you; it’s about reading between the lines and interpreting the unspoken.

The subtle shifts in a team member’s enthusiasm, the silent hesitations in a customer’s voice, the quiet tension in a negotiation — these are the cues that tell the story behind the spoken words.

Be Present

In the era we live in today, it is harder than ever for people to stay focused. The average person picks up their phone 96 times per day.

With that said, being truly present has become an active skill that sales leaders’ need to harness in order to maximise your ability to engage others around you.

What are some tactical ways to stay present?

  1. When talking to someone, put your phone down and close your laptop – Give that person your full undivided attention.
  2. Ask thoughtful questions that are based on what you just heard. Asking insincere or generic questions is a one-way ticket to letting someone know you aren’t truly engaged.
  3. Communication isn’t just about what you say, but also about your non-verbal cues. When you are interacting with someone, make sure your body language reflects your engagement. Maintain eye contact, lean in slightly to show interest, and nod or respond appropriately to affirm your understanding.

As with anything in life, practice makes permanent. Don’t just expect to become skilled at these approaches, you need to experiment with them daily in order to build capacity.

Be Self-Aware

You can’t expect to understand others if you don’t first take the time to understand yourself.

Each and every day I meditate twice: 12 minutes in the morning and 12 minutes at night. In my experience, cultivating mindfulness  can build your self-awareness in the following ways:

  • More day-to-day focus, with a heightened ability to fully lean into the task at hand.
  • Better understanding of others around me, with more mental clarity to interpret the thoughts and actions of colleagues.
  • Better sense of calm, enabling for more effective decision making without emotional bias.

Sales performace nonwithstanding, these are truly life-changing skills.

Taking the time to actively practice mindfulness unlocks your ability to better understand others. The more you lean into this, the more you cultivate the opportunity to drive increased team engagement, customer responsiveness and simply a better version of yourself.

Next Week: The Importance Of Prioritization

Next week, we’ll delve into why it is crucial to be able to prioritize workload effectively, especially within a dynamic SaaS environment. 

As Sales Leaders we are typically spinning 10 plates at any given time. Understanding the what, when and how behind prioritization it necessary in order to thrive in the chaos.