How Managing Lead Emotions in Sales Increases Revenue

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In the sales process, emotions play one of the key roles. Managing the emotions of a lead in sales is the factor that often determines whether a deal will be closed or the client will go to a competitor. However, the question arises: to what extent can a manager really manage the emotions of a lead, and what does this mean in practice?

Emotions as the basis for purchasing decisions
Every interaction with a client: a phone call or a personal meeting, includes not only rational aspects, but also emotional ones. Buyers, like all people, make decisions under the influence of their feelings - trust, confidence, joy or disappointment can become decisive during communication. At this stage, it is important to understand that the client does mexico mobile database not always realize to what extent his choice is based on emotions, and not on facts. Having taken this into account, an experienced manager should realize that his task is not only to provide information, but also to manage the emotional state of the lead.

Emotional intelligence of a manager
Managing a lead's emotions begins with the manager's emotional intelligence. The ability to feel, understand and influence the client's emotional state is a critical skill for successful sales . For example, if a client has doubts, the manager must be able to recognize them and calm them down by providing more information or offering a solution that will cover their needs. At the same time, if the client is at the peak of enthusiasm, it is important to support this emotional upsurge in order to speed up the process of closing a deal.