Emotional intelligence. We all have it. But having high levels has significant impact on your business. Qualified Practitioner, Gary Morgan, joined us as guest speaker. 

Gary shared the six scales of EQ. How to improve it for greater impact in business. Sharing 4 takeaway tips.


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Gary Morgan Q&A

In simple terms what is Emotional Intelligence (otherwise known as emotional quotient or EQ)?

I became certified as an Emotional Intelligence Practitioner during lockdown having worked on it for over 2 years.

Emotional Intelligence is a set of emotional and social skills. We all have emotional intelligence.

The important thing is how to use that. It can help develop and maintain relationships, cope with challenges, and in sales environment it’s about picking up on that emotional intelligence from yourself, but also the prospect/client you’re selling to so you’re able to adapt to suit that emotion.

In a nutshell, it’s a set of emotional and skills. The way we influence and perceive ourselves as human beings.

Is EQ more important than ever right now in sales and as leaders?

100%. Within the EQI model that I use, there’s 6 scales: self-perception, self-expression, interpersonal, decision making, wellbeing and stress management.

Especially within wellbeing and stress management at the moment, we really need the help we can get.

Your stress management taps into your impulse control. When you’re under stress with targets/new clients, stress can really mount. It can change the way we interact with people.

We can come across too desperate: appear too pushy or – more commonly – we give away far more than we’re ought to for the money we’re charging. It’s about using the emotional intelligence – being in tough with your emotions – to be able to communicate more effectively.

EQ has helped me incredibly. And it’s absolutely critical at the moment in time.

What is the impact of having high EQ in sales?

People who have high EQ tend to sell more. Not only sell more but sell more in a way that the client doesn’t feel like they’re being sold to.

They’re able to be self-aware of their emotions and what they’re portraying. People with high EI build better relationships, and because they’re in that relationship they can sell more. Be more optimistic; have the ability to bounce back; stick with it until the conclusion.

In sales we have to understand that there’s going to be rejection. But the most important thing is how do you next show up on the next call or meeting. You won’t be able to grow your business if you think people are just going to buy your service. You’ll have to LEARN to sell.

What trends are you currently seeing in salespeople?

There are two types of people: those that are too pushy. Pushy sales techniques don’t work in modern day. If you’re too pushy people will just switch off.

How can you spot a pushy salesman? In a networking perspective, it’s people that turn up and talk all about themselves. If it’s a physical networking event, they’re normally the one’s that are thrusting business cards into your hand.

On the other end of the scale, you’ve got people that are scared of selling. They’ve tried, and have other skills, but don’t think they’re a salesperson. Unfortunately, you then become the best kept secret. You’ve got a great product or service, but if you don’t tell people about it or sell it, people won’t get to know about it. That won’t be sustainable post-Covid.

Unfortunately, I’m seeing clients that have sales teams that are either too pushy or not making calls.

How many emails are salespeople sending? There’s far too much reliance on emails. Be braver and bolder. Pick up the phone and speak to people. It’s going to make all the difference going forward.

Optimism and a positive mindset are important at the moment. But we have to be realistic. When the furlough is set to end in October businesses are going to have to make tough decisions.

Businesses are going to have to make sure they have enough money coming in to make it sustainable.  

In the current circumstances, what skills in sales are going to prove most effective? What tips can people take away from today?

Telephone skills – if someone is in a sales role and are not making 30-100 dials a day or 2 hours talking to people on the phone then you need to consider whether they’re right for you

Follow up – the treasure is always in the follow up. Very few people are going to say yes straight away. It takes roughly 8 follow up calls before a prospect says ‘yes’. The sad thing is that most give up after 1. Put the effort in.

Think outside the box – if you’ve tried all methods to contact a potential client and still can’t get hold of them, why not record a 30-60 video and send it to them? It’s an incredibly powerful way to connect with people.

Emails – if you can’t open the copy with ‘following on from our telephone conversation’, then can you justify the email?

Gary is offering Emotional Intelligence Training on Wednesday 23rd September 9:15am – 1pm via Zoom. Limited to 10 spaces. Network My Club members can secure their place for a discounted price of £199+VAT. Contact Gary here to book.