Since a few years ago neuroscience has begun to make public the fantastic results of the research it has been carrying out on the functioning of the brain and has proven that emotions are always at the beginning and at the end of every decision, some professionals, with rigorous technical training In this, we have found the answer to many experiences we have not been able to explain.
We have found an answer to the fact that without having almost heard the word marketing and without having any knowledge of commercial techniques, we have achieved important successes in our commercial management.
We have found an explanation that without knowing why, we defended that 'the purpose of the company is not to sell, but to enthuse the customer' or that 'knowledge is essential, but it is secondary'.
We have found the power to endorse our way of understanding the relationship with the client, with scientific discoveries, which is a very strong blow to morale, since having one's own experience as a sole guarantee was truly very scarce.
Scientifically speaking in a different way of being intelligent is the most transcendent revelation that there has been for a professional. On the one hand, it means opening the door to a new dimension of personal development and, on the other, it shows why the divergence between supplier and customer is becoming greater and greater.
It is logical, therefore, that more and more people begin to talk about emotional capacities, their weight - 77% - in success, (the remaining 23% is for intellectual capacities) and the nuclear nature of the Emotional Intelligence (hereinafter IE), as a determining faculty in these capacities, which is causing numerous books, articles, courses, expert professionals… to appear, offering ways to develop that IE. But this proliferation has the danger of causing it to be perceived as one more fashionable technique, completely destroying all its meaning. If we approach EI with the same mindset that we have learned everything we know, nothing is achieved.
EI is not a fad and even less a technique.
EI is the way to awaken all that wonderful luggage that we all have to walk through life with ease. It is the way to know how to relate satisfactorily with ourselves and, therefore, with others. In other words, EI is the path for the evolution of the person and from this attitude we must approach.
But it is that this evolution, in addition, is the only possible way to get a client to stay with us forever. That maxim that professional success can only be a reality if there is personal success, in this case it is absolutely clear.
And because? Well, because what makes the client trust the provider are absolutely subjective, subtle, emotional aspects, which can only be given by those who are able to tune in emotionally and for this the 'sine qua non' condition is to have an adequate development of the IE.
And that emotion is the soul of the relationship is shown by the results of the research that the author has been carrying out in recent years. During that time, he has personally interviewed more than 1500 companies, throughout the Spanish geography, on a regular basis each year, which has allowed him to draw the profile of today's user in the industrial sector:
The nature of the arguments, by which you choose a supplier, in 82% of the cases, is totally subjective; 85% of the variables that make a satisfied customer feel fully satisfied are intangible; 73% of the aspects in which the client believes that the supplier can help them, are subtle in nature; only 6% of customers want the relationship with the supplier to be through the seller.
The only key, therefore, to be able to connect emotionally with this client who decides based on emotion, who has a conservative disposition and who has assumed that he is in power, is EI. A key that is not a fad, since being the requirement of the evolution of the human being, makes it not something temporary, and that neither is it any technique, because the techniques are activated from the mind and the latter, only it can be activated from the heart.
EI is the ability to recognize how we feel and to understand what we feel, which allows us to realize our own emotions, think properly about them and understand those of other people and, thus, be able to handle much better not only relationships with ourselves, but with others. Only when this begins to be felt, since rational understanding is not enough, will the starting signal be given towards a new way of conceiving life and, therefore, business. I encourage you to do so, because I promise you, you will not be disappointed.
