Mastering Improvisation: How to Boost Sales With Emotional Intelligence

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Emotions are central to nearly all the choices and decisions we make in our everyday lives. This is especially true in the sales world, where emotions frequently drive purchasing decisions—in comes improvisation. When used correctly in sales, improvisation can be a potent skill that enables salespersons to adapt, connect, and respond effectively to customer interactions, ultimately fostering trust and rapport.

Now, emotional intelligence plays an integral part in this process. It lets sales professionals read and understand customers' emotions, allowing for more empathetic and tailored improvisational responses that lead to successful sales outcomes. Tapping into buyer emotions enables salespeople to nurture deep connections with their customers and cultivate what is commonly referred to as brand intimacy. To truly connect with your customers on this level, one must understand all aspects of emotional intelligence. 

What Is Emotional Intelligence?

At its core, emotional intelligence, abbreviated as EQ, refers to one's capability to recognize, comprehend, manage, and respond to one's own emotions and those around them. It goes beyond mere intellect and taps into a more profound sixth-sense selling experience. In the context of emotional intelligence, the sixth sense intuitively informs our interactions, decisions, and reactions. 

A heightened awareness and sensitivity to emotional cues allow individuals to make more empathetic connections. It is especially helpful in sales situations where understanding and managing emotions is vital for success. This intuitive interpretation and response to emotions in a nuanced manner helps sales professionals navigate interpersonal interactions effectively, build rapport, and ultimately enhance their sales performance.

The Importance of Emotional Intelligence in Sales

Emotional intelligence plays an integral role in sales in the following ways:

  • Building Rapport with Clients: Salespeople with high emotional intelligence find it easier to strike a chord with clients by making them feel valued and understood.
  • Breaking Down Barriers with Strangers: By understanding and empathizing with potential customers' emotional states, it's easier to dismantle any initial reservations or barriers they might possess.
  • Understanding Delayed Gratification: Emotionally intelligent salespeople grasp the significance of patience and long-term rewards, realizing that immediate results aren't always the most beneficial.
  • Handling Objections: When you genuinely understand and address the emotions fueling a potential customer's objections, you can easily overcome them and make a sale.
  • Making Connections and Building Relationships: Sales is not just about one-time transactions; it's about forging lasting relationships. Emotional intelligence ensures these bonds are solid and genuine.
  • Controlling Emotions: In heated moments or challenging situations, the ability to control one's emotions and respond appropriately is very critical in sales transactions. 

Tips for Becoming Emotionally Intelligent

Like any skill, emotional intelligence can be honed with practice and commitment. Here are some techniques for cultivating your emotional intelligence:

  • Stay Calm in Tense Situations: Reacting impulsively rarely leads to optimal outcomes. Instead, take a deep breath, evaluate the situation, and respond with clarity and composure.
  • Become an Active Listener: Ensure you're truly hearing what's being said. Pick up on nonverbal cues and seek clarity before formulating a response. Active listening encourages mutual respect and prevents potential miscommunications.
  • Exude Positivity: A positive demeanor can make all the difference. Use practical interpersonal skills to ensure clear, effective communication with everyone you encounter.



Harnessing the power of emotional intelligence in sales is not about manipulation but a genuine understanding, connection, and mutual respect. Now that you know how to use emotional intelligence in sales, if you're looking into refining these skills, register for an improv class with Virtual Instinct. Explore a unique, experiential way to hone your sales techniques and close deals fast.

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