011: Want to Become a Top 1% Sales Pro? Master the 4 Levels of Emotional Competence

November 22, 2019 00:20:45
011: Want to Become a Top 1% Sales Pro? Master the 4 Levels of Emotional Competence
Inner Work with Steli Efti
011: Want to Become a Top 1% Sales Pro? Master the 4 Levels of Emotional Competence

Nov 22 2019 | 00:20:45

/

Show Notes

No matter what you sell and who you sell it to—sales ultimately boils down to a transfer of emotional energy.

That's how you win deals; by changing the way people feel about buying your solution.

Everything else is not a sale—it's merely a transaction. And the kind of sales person that is basically a "transaction manager" is the kind of sales person that will be made obsolete by advances in automation and machine learning.

On the other hand, if you're a sales professional with a high degree of emotional competence, your skills will be even more in demand than they are today. And your paychecks will be much larger.

There are four levels of emotional competence:

  1. state awareness
  2. state control
  3. state influence
  4. state protection

In this episode, I'm giving you a breakdown of these 4 levels, and an actionable strategy for mastering them.

I really learned this lesson almost 20 years ago from a tie salesman in a little boutique in the south of Germany. After listening to this episode of the podcast, you can check out that story here https://blog.close.com/tiesalesman

Comments, questions, thoughts? Let me know on Twitter @steli or LinkedIn!

Other Episodes

Episode

May 19, 2022 00:30:25
Episode Cover

149: All your problems start with a lie (Dostoyevsky's truth)

Nothing in this world is harder than speaking the truth", wrote Dostoyevsky. And the longer I live, the more I realize this to be...

Listen

Episode

January 29, 2021 00:32:33
Episode Cover

043: I got rich slowly, but here's how you can get rich quick

It took me a long time to get rich. It still feels weird to say this about myself. But financially, I’m definitely rich. What’s...

Listen

Episode

May 31, 2022 00:11:41
Episode Cover

152: Treat Everyone Like a Child (Especially Yourself)

I've been pondering a quote lately from my favorite Dostoevsky book, The Brothers Karamazov, which reads, "we ought to treat everyone like little children,...

Listen