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Selling with a Sprinkle of Emotional Intelligence

Updated: Jul 19, 2020

Have you ever wondered ... "How do I get connected with this client or prospect? Well there is an art to it and sometimes it takes becoming a chameleon to get that closure. Well over the years, I have had the honor of courting and winning clients who were perceived as "tough." But what they really wanted was someone to hear them share their expectations and see them for who they are... People who are in a position to serve their internal and/or external clients "cheaper, better and certainly faster" as Jack Welch coined the phrase.

As a young professional in Corporate America, I learned quickly how to become a closer. And that brought some notoriety as a "go to" for some of the industries I served. Understanding your style as a "hunter" and how to catch your "prey" and not have them feel like they are being hunted becomes a skillful dance. Back in the day, we did not have the internet and had to do our investigations by pulling Dun and Bradstreet Reports, networking with a purpose, etc. The good ole days as I like to refer. Then when you politely "pounce" having done your homework is what got you not only in the door but the "yes" that you sought. Did I mention that you also took the time to identify a common associate if possible. We call that a warm intro.

Fast forward and now we have technology that makes it easier to research a prospect or client and identify that warm intro at the push of a button. Google the company, Facebook, LinkedIn the contact person, check in with common connections, the list is endless. There is one thing that has not changed and that is ... you still have to know your style so when that face to face does occur, the conversation goes smoothly . Most important, regardless of how you got this point, your accommodation and flexibility will be the "golden ticket" to meet your clients where they are when the conversation starts. Your goal is to keep the dialogue going and driving the conversation towards the goal to close because you hit the mark in your first step... understanding how your style fits within the client culture. You generated the "IT" factor in their minds.

So... if you are wondering why I am sharing this with you, it is because I took the time to learn what my style is and WOW!!! has it made a difference in my sales. I took the DiSC Sales profile and Customer Service assessment because I have always been a believer that the Customer is the reason why we are here. And staying "awake" to my approach and their response is key to repeat business and referrals. I just wanted to take a moment and share these phenomenal tools with you.

DiSC Sales Profile has 5 Cornerstone Principles...

Everyone is a blend of the four DiSC styles. But some are more dominant than

others. If we are not aware of them, mistakes and missteps do happen in our

solicitation journey.

Your style is definitely influenced by other factors such as life experiences, education

and maturity. If you lead a sales team, it is important to understand your sales team culture.Understanding YOU is the first step to becoming more effective when working with others and closing the deal. It's the little things that make a big difference in getting a "yes" or a "no.

"Being able to recognizing other styles will certainly assist you to understand their priorities and how to prepare for your sales meeting with a "deal closed" in mind.

Understanding your style will improve the quality of your sales interactions when building more effective relationships with your team and your clients whether existing or prospective.

For more information on how you can step into your Sales alignment, Let's Connect and "Talk Out Loud" real soon. Click here to start the conversation for yourself or your team. Or contact Gail Birks at 954-476-3525.

Gail Birks is the founding Principal of CMA Enterprise Incorporated dba The Breakthru Institute, a boutique Performance and Process Improvement firm specializing in consulting, advisory services and training. Visit us at

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