Emotional Intelligence in Sales
On this episode of ProTalks, Tom Basch sits down with Jon Marigliano, Sales Manager at Leap. The two chat candidly about why active listening is so important as a sales rep, how to broaden your emotional intelligence, and becoming comfortable with “no.”
Episode: 003
Location: Columbia, MD
Guest: Jon Marigliano
In This Episode
Over his years selling windows, siding, and roofing, Jon learned how to make a sale. But he’ll tell you that his sales career didn’t really take off until he learned how to listen. Not only does he share what he learned about putting yourself in the customers shoes and how to avoid taking the dreaded “no” personally, he also talks about what emotional intelligence actually means for a deal.
“When you’ve just spent the past two hours demoing a product, and a customer is like ‘yeah, I love everything!’ and then in the closing sequence says ‘no we’re going to think about this.’ I almost took that personally! That would take me to a dark place. But once you learn to separate that no from the emotional side of things, you can really empathize with the customer. Once you get to that point, that’s whats going to take your sales career to the next level.”
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