---
title: The 3 essential Emotional Intelligence skills for driving sales success
description: This blog is about how sales professionals train in emotional intelligence and leverage these three specific emotional intelligence skills to help them succeed.
image: https://www.rochemartin.com/hubfs/iStock-1329866233-min%20(1)%20(1).jpg
---

[Skip to content](https://www.rochemartin.com/blog/3-essential-emotional-intelligence-skills-driving-sales-success#main-content)

[![RocheMartin Operations (UK) Limited Logo](https://www.rochemartin.com/hubfs/_2021/May_2021/RocheMartin.svg)](https://www.rochemartin.com/) ![](https://www.rochemartin.com/hubfs/_2022/nav.svg)

ASSESSMENTS

[Emotional Intelligence Assessments Overview](https://www.rochemartin.com/emotional-intelligence-assessments)

[ECR Self](https://www.rochemartin.com/emotional-capital-report)

[ECR 360](https://www.rochemartin.com/ecr-360-report)

[ECR Teams](https://www.rochemartin.com/ecr-teams)

[ECR Youth ](https://www.rochemartin.com/emotional-intelligence-young-people)

[ESi](https://www.rochemartin.com/emotional-intelligence-sports-inventory)

TRAINING

[Emotional Intelligence Training Overview](https://www.rochemartin.com/emotional-intelligence-training)

[Mastering EQ Programme](https://www.rochemartin.com/mastering-eq-programme)

[OpenEQ](https://www.rochemartin.com/openeq)

[Keynotes](https://www.rochemartin.com/keynotes)

COACHING

[Executive Coaching Programme](https://www.rochemartin.com/executive-coaching-services)

[Dr Martyn AI](https://www.rochemartin.com/drmartynaicoach)

CERTIFICATIONS

[Emotional Intelligence Certification Overview](https://www.rochemartin.com/emotional-intelligence-certification)

[ECR and ECR 360 Certification](https://www.rochemartin.com/webinar-emotional-intelligence-certification)

[Mastering EQ Level 1 and Level 2](https://www.rochemartin.com/webinar-emotional-intelligence-mastering-eq-level-1-and-2)

[ECR, ECR 360 & Mastering EQ Level 1 & Level 2](https://www.rochemartin.com/webinar-ecr-and-ecr-360-and-mastering-eq-level-1-and-2-certification)

USE CASES

Emotional Intelligence Use Cases

[Business and HR Leaders](https://www.rochemartin.com/emotional-intelligence-organisations)

[Coaches and Consultants](https://www.rochemartin.com/emotional-intelligence-coaches-consultants)

[Education](https://www.rochemartin.com/emotional-intelligence-education)

[Sport](https://www.rochemartin.com/emotional-intelligence-sports)

[Individuals](https://www.rochemartin.com/emotional-intelligence-individuals)

ABOUT US

[About RocheMartin](https://www.rochemartin.com/about)

[What is Emotional Capital?](https://www.rochemartin.com/emotional-capital)

[Why Partner With Us?](https://www.rochemartin.com/partnerships)

[Partner Directory](https://www.rochemartin.com/cp-directory)

RESOURCES

[Resources Overview](https://www.rochemartin.com/resources)

[Emotional Intelligence Blog](https://www.rochemartin.com/blog)

[Emotional Intelligence Case Studies](https://www.rochemartin.com/resources/case-studies)

[Emotional Intelligence Videos](https://www.rochemartin.com/resources/videos)

[Emotional Intelligence Podcasts](https://www.rochemartin.com/resources/podcasts)

[Emotional Intelligence Books](https://www.rochemartin.com/emotional-intelligence-books)

[CONTACT US](https://www.rochemartin.com/contact-us) [LOG IN](https://www.rochemartingroup.com/welcome)

[![arrow-overview](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)

Emotional Intelligence Assessments Overview

Learn about our range of Emotional Capital Reports (ECR) - the world's most advanced assessments for measuring Emotional Intelligence.

](https://www.rochemartin.com/emotional-intelligence-assessments)

[![assess01](https://www.rochemartin.com/hubfs/_2022/nav-icons/assess01.svg)

ECR Self

Measure EQ skills against the world's top performing leaders with the ECR Self.

](https://www.rochemartin.com/emotional-capital-report)

[![assess02](https://www.rochemartin.com/hubfs/_2022/nav-icons/assess02.svg)

ECR 360

Run comprehensive 360° Emotional Intelligence assessments with the ECR 360.

](https://www.rochemartin.com/ecr-360-report)

[![assess06](https://www.rochemartin.com/hubfs/_2022/nav-icons/assess06.svg)

ECR Teams

Equip your team with the skills needed to boost business performance with the ECR Teams. 

](https://www.rochemartin.com/ecr-teams)

[![assess05](https://www.rochemartin.com/hubfs/_2022/nav-icons/assess05.svg)

ECR Youth

Enhance the Emotional Intelligence of young people with the ECR Youth.

](https://www.rochemartin.com/emotional-intelligence-young-people)

[![assess04](https://www.rochemartin.com/hubfs/_2022/nav-icons/assess04.svg)

ESi

Build a winning mindset with the Emotional Intelligence Sport Inventory.

](https://www.rochemartin.com/emotional-intelligence-sports-inventory)

[![the-ECR_image](https://www.rochemartin.com/hubfs/the-ECR_image.jpg)](https://www.rochemartin.com/hubfs/DL%20-%20Sales%20Collateral/Sales%20Brochures/ECR%20Sales%20Brochure%202024.pdf) [Ready to learn about our Emotional Capital Reports? Download our brochure today. ![](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)](https://www.rochemartin.com/hubfs/DL%20-%20Sales%20Collateral/Sales%20Brochures/ECR%20Sales%20Brochure%202024.pdf)

[![arrow-overview](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)

Emotional Intelligence Training Overview

Learn about our world-class Emotional Intelligence training programmes and courses.

](https://www.rochemartin.com/emotional-intelligence-training)

[![training01](https://www.rochemartin.com/hubfs/_2022/nav-icons/training01.svg)

Mastering EQ Programme

Learn how to use Emotional Intelligence to lead with confidence with the Emotional Capital Reports (ECRs). 

](https://www.rochemartin.com/mastering-eq-programme)

[![training05](https://www.rochemartin.com/hubfs/_2022/nav-icons/training05.svg)

OpenEQ

AI-assisted coaching to improve manager EQ and behaviour at scale

](https://www.rochemartin.com/openeq)

[![assess01](https://www.rochemartin.com/hubfs/_2022/nav-icons/assess01.svg)

Keynotes

Dr Martyn Newman Keynotes

](https://www.rochemartin.com/keynotes)

[![leadership-programme](https://www.rochemartin.com/hubfs/leadership-programme.jpg)](https://www.rochemartin.com/emotional-intelligence-leadership-development-programme-guide) [Is your organisation ready to take its leadership development to new heights? Get your copy of our guide to find out how. ![](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)](https://www.rochemartin.com/emotional-intelligence-leadership-development-programme-guide)

[![training03](https://www.rochemartin.com/hubfs/_2022/nav-icons/training03.svg)

Executive Coaching Programme

Discover our tailored executive coaching solutions for developing and enhancing leadership skills.

](https://www.rochemartin.com/executive-coaching-services)

[![assess01](https://www.rochemartin.com/hubfs/_2022/nav-icons/assess01.svg)

Dr Martyn AI

The worlds leading on authority on Emotional Intelligence 24/7

](https://www.rochemartin.com/drmartynaicoach)

[![RM Quote post 1 ](https://www.rochemartin.com/hubfs/RM%20Quote%20post%201%20.png)](https://www.rochemartin.com/blog/3-essential-emotional-intelligence-skills-driving-sales-success#) [Have an overview of all our Emotional Intelligence assessments ![](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)](https://www.rochemartin.com/blog/3-essential-emotional-intelligence-skills-driving-sales-success#)

[![arrow-overview](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)

Emotional Intelligence Certification Overview

Learn about the different ways you can become a certified Emotional Intelligence practitioner with RocheMartin's training courses.

](https://www.rochemartin.com/emotional-intelligence-certification)

[![certif01](https://www.rochemartin.com/hubfs/_2022/nav-icons/certif01.svg)

ECR and ECR 360 Certification

Discover our 4 session webinar-based Emotional Intelligence certification training.

](https://www.rochemartin.com/webinar-emotional-intelligence-certification)

[![certif03](https://www.rochemartin.com/hubfs/_2022/nav-icons/certif03.svg)

Mastering EQ Level 1 and Level 2

Equip yourself with the skills you need to deliver structured Emotional Intelligence workshops with the ECR.

](https://www.rochemartin.com/webinar-emotional-intelligence-mastering-eq-level-1-and-2)

[![certif02](https://www.rochemartin.com/hubfs/_2022/nav-icons/certif02.svg)

ECR, ECR 360 & Mastering EQ Level 1 & Level 2

Learn about our 8 session fully comprehensive webinar-based Emotional Intelligence certification.

](https://www.rochemartin.com/webinar-ecr-and-ecr-360-and-mastering-eq-level-1-and-2-certification)

[![Grow_yourbusiness](https://www.rochemartin.com/hubfs/Grow_yourbusiness.jpg)](https://www.rochemartin.com/emotional-intelligence-coaching-guide) [Looking for ways to grow your coaching business? Learn how Emotional Intelligence coaching can be the differentiator in a crowded market. ![](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)](https://www.rochemartin.com/emotional-intelligence-coaching-guide)

Emotional Intelligence Use Cases

Discover the many different ways Emotional Intelligence can be used to improve performance and well-being.

[![usecase01](https://www.rochemartin.com/hubfs/_2022/nav-icons/usecase01.svg)

Business and HR Leaders

Build an emotionally intelligent organisation with RocheMartin's EQ training solutions.

](https://www.rochemartin.com/emotional-intelligence-organisations)

[![usecase02](https://www.rochemartin.com/hubfs/_2022/nav-icons/usecase02.svg)

Coaches and Consultants

Help clients achieve long-term success with Emotional Intelligence coaching.

](https://www.rochemartin.com/emotional-intelligence-coaches-consultants)

[![usecase05](https://www.rochemartin.com/hubfs/_2022/nav-icons/usecase05.svg)

Education

Cultivate Emotional Intelligence throughout the educational journey.

](https://www.rochemartin.com/emotional-intelligence-education)

[![usecase04](https://www.rochemartin.com/hubfs/_2022/nav-icons/usecase04.svg)

Sport

Harness the pressure of elite sports with Emotional Intelligence.

](https://www.rochemartin.com/emotional-intelligence-sports)

[![usecase06](https://www.rochemartin.com/hubfs/_2022/nav-icons/usecase06.svg)

Individuals

Learn how to boost your own Emotional Intelligence skills and perform at your peak.

](https://www.rochemartin.com/emotional-intelligence-individuals)

[![RM Quote post 1 ](https://www.rochemartin.com/hubfs/RM%20Quote%20post%201%20.png)](https://www.rochemartin.com/emotional-intelligence-coaches-consultants) [Discover the different ways coaches and consultants can use Emotional Intelligence with clients. ![](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)](https://www.rochemartin.com/emotional-intelligence-coaches-consultants)

[![about01](https://www.rochemartin.com/hubfs/_2022/nav-icons/about01.svg)

About RocheMartin

Meet our team and discover how we became global pioneers in the field of Emotional Intelligence.

](https://www.rochemartin.com/about)

[![emotional capital icon](https://www.rochemartin.com/hubfs/_2022/nav-icons/about02.svg)

What is Emotional Capital?

Learn about our proprietary Emotional Capital framework, how it relates to EQ and why it's a critical skillset for leaders.

](https://www.rochemartin.com/emotional-capital)

[![about03](https://www.rochemartin.com/hubfs/_2022/nav-icons/about03.svg)

Why Partner With Us?

Find out why RocheMartin continues to set the standard in Emotional Intelligence assessment and training.

](https://www.rochemartin.com/partnerships)

[![Directory](https://www.rochemartin.com/hubfs/directory-new.svg)

Partner Directory

Discover our partner training organisations and Certified Practitioners who use RocheMartin products in their businesses.

](https://www.rochemartin.com/cp-directory)

[![leadership-challenge](https://www.rochemartin.com/hubfs/leadership-challenge.jpg)](https://www.rochemartin.com/leadership-challenges-guide) [In our latest guide, EQ and Leadership Development experts Dr Martyn Newman and Jim Kouzes discuss today's biggest leadership challenges. Get your copy. ![](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)](https://www.rochemartin.com/leadership-challenges-guide)

[![arrow-overview](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)

Resources Overview

Browse our library of blogs, videos and case studies covering Emotional Intelligence and Leadership Development.

](https://www.rochemartin.com/resources)

[![resources01](https://www.rochemartin.com/hubfs/_2022/nav-icons/resources01.svg)

Emotional Intelligence Blog

Read our latest insights and thoughts from the world of Emotional Intelligence and Leadership Development.

](https://www.rochemartin.com/blog)

[![training02](https://www.rochemartin.com/hubfs/_2022/nav-icons/training02.svg)

Emotional Intelligence Case Studies

Learn how our EQ solutions are being used successfully by organisations and coaches around the world.

](https://www.rochemartin.com/resources/case-studies)

[![resources03](https://www.rochemartin.com/hubfs/_2022/nav-icons/resources03.svg)

Emotional Intelligence Videos

Watch our latest videos and blogs featuring some of the world's most influential EQ experts.

](https://www.rochemartin.com/resources/videos)

[![resources04](https://www.rochemartin.com/hubfs/_2022/nav-icons/resources04.svg)

Emotional Intelligence Podcasts

Dr Martyn Newman discusses the importance of Emotional Intelligence in personal and professional life in our podcasts.

](https://www.rochemartin.com/resources/podcasts)

[![training07](https://www.rochemartin.com/hubfs/_2022/nav-icons/training07.svg)

Emotional Intelligence Books

Discover our world-class educational books.

](https://www.rochemartin.com/emotional-intelligence-books)

[![case-study2](https://www.rochemartin.com/hubfs/case-study2.jpg)](https://www.rochemartin.com/sky-better-business-emotional-capital) [Read our case study to find out how Sky's culture changed for the better due to our Emotional Intelligence training. ![](https://www.rochemartin.com/hubfs/_2022/nav-icons/arrow-overview.svg)](https://www.rochemartin.com/sky-better-business-emotional-capital)

![The 3 essential Emotional Intelligence skills for driving sales success](https://www.rochemartin.com/hubfs/iStock-1329866233-min%20(1)%20(1).jpg)

Jun 05 2018 | Tags: [Emotional Intelligence](https://www.rochemartin.com/blog/tag/emotional-intelligence)

# The 3 essential Emotional Intelligence skills for driving sales success

What makes you mad, sad or glad? The chances are they are the same things that make your customers and colleagues mad, sad, or glad. We are all the same. Emotions are heartfelt and shape your behaviour, your relationships, your most important decisions, including your buying decisions, and even your economy. That’s right, there’s money in emotion.

In a marketplace increasingly shaped by emotion, success comes from attracting the emotional customer– not the rational one. Throughout the sales process and particularly at the point of closing the sale, it’s ***emotions*** (yours *and *your customer’s) that determine whether or not people will buy from you. Smart sales professionals train in emotional intelligence and leverage these three specific emotional intelligence skills to help them succeed more.

## **1. Empathy**

Empathy is the platform upon which the entire sales process is built if it is to be effective. Empathy is about demonstrating that you can see the world from the other person’s point of view. It enables you to cultivate an approach in which you see each customer as distinctive and understand that, no matter how familiar a problem can appear to you, each customer is convinced that their challenge or situation is unique. Your challenge is to build a shared emotional connection so that the client can begin to trust you.

With empathy you are able to convey personal interest and build shared solutions. Well-developed empathy skills enable you to read the emotions inherent in each interpersonal exchange and allow you to build emotional capital by establishing shared human experience that lead to win-win outcomes.

Empathy involves two dimensions: a cognitive dimension – understanding the task that the other person must perform or challenge they face – and an emotional dimension – acknowledging and validating their emotional experience i.e., how they feel about their circumstance. To deliver high sales performance requires both dimensions. Both play crucial roles and by training you can form more engaged customer relationships, increase effective communication, and help close the deal.

## 2. Optimism

The harsh undeniable reality of sales is that’s it’s a tough, relentless and more often than not a heart-breaking profession. To be successful, high-performing sales professionals must practice optimism both to seize the opportunities and demonstrate the mental toughness in the face of frequent setbacks and challenges.

In times of change, sales leaders can see the potential opportunities and benefits that they can leverage, have a clear vision of the value they bring, and make clear how it will benefit the customer. But, perhaps most importantly for sales, they possess a level of resilience that enables them to persist in the face of setbacks. More specifically, they tend to see a benefit in every situation and rather than focus on mistakes, instead, they seek the valuable lesson in every problem or difficulty. Setbacks inevitably lead to disruptive emotions such as disappointment and fear, but rather than drown in a negative mindset they have learnt to focus on the task to be accomplished and move forward.

## **3. Self-confidence**

Having Self-Confidence and the positive energy derived from Optimism, together, create a persuasive nonverbal message to customers. Self-confidence is the emotional component of your personality and the most important factor in determining how you think, feel and behave. Sometimes as sales environment can seriously undermine personal and professional confidence. You may be really new to the role and feel unsure about your knowledge of the industry, be under pressure because of a series of knockbacks or have a depleted pipeline.  The challenge here is that when you lack confidence in yourself, customers tend to lack confidence in you too.

Accordingly, despite sometimes stressful and pressured environments, high-performing sales professionals have to learn to exhibit an authentic confidence by managing their internal voice and negative self-talk.  They are confident of eventual success and believe that their future is in their control and so act the part of a confident person. And, of course, nothing says “I can be trusted” like natural soft eye contact, a genuine smile and a relaxed body posture. Shake hands firmly and don’t forget to add a natural smile while making direct eye contact.

These three specific skills are the key to building your emotional intelligence which, I strongly believe, will have the biggest impact on your sales performance.

**About the Author:**

Martyn Newman, PhD is a clinical psychologist specialising in Emotional Intelligence (EQ) and Mindfulness. Dr. Newman is the author of the best-selling book [*Emotional Capitalists *](https://www.rochemartin.com/emotional-capitalists-book/)and newly released [The Mindfulness Book](https://www.rochemartin.com/tools/mindfulness-book/), and is the cofounder of [RocheMartin.](https://www.rochemartin.com/) He is also co-author of the [Emotional Capital Report™](https://www.rochemartin.com/tools/emotional-capital-report-ecr/) – the global benchmark for defining, measuring and developing EQ and workplace performance.

Share on: [![Share on facebook](https://www.rochemartin.com/hubfs/_2021/May_2021/socials/facebook.svg) ](http://www.facebook.com/share.php?u=https://www.rochemartin.com/blog/3-essential-emotional-intelligence-skills-driving-sales-success) [![Share on linkedin](https://www.rochemartin.com/hubfs/_2021/May_2021/socials/linkedin.svg) ](https://www.linkedin.com/sharing/share-offsite/?url=https://www.rochemartin.com/blog/3-essential-emotional-intelligence-skills-driving-sales-success) [![Share on twitter](https://www.rochemartin.com/hubfs/_2021/May_2021/socials/twitter.svg) ](https://twitter.com/intent/tweet?original_referer=https://www.rochemartin.com/blog/3-essential-emotional-intelligence-skills-driving-sales-success&url=https://www.rochemartin.com/blog/3-essential-emotional-intelligence-skills-driving-sales-success&source=tweetbutton&text=The+3+essential+Emotional+Intelligence+skills+for+driving+sales+success)

## Related Articles

[![Identifying the right Emotional Intelligence training exercises for you and your organisation](https://www.rochemartin.com/hubfs/iStock-1002018094-min%20(1)_opt.jpg)](https://www.rochemartin.com/blog/emotional-intelligence-training-exercises)

##### ![arrow](https://www.rochemartin.com/hubfs/_2021/May_2021/arrow-g.svg)[Identifying the right Emotional Intelligence training exercises for you and your organisation](https://www.rochemartin.com/blog/emotional-intelligence-training-exercises)

[![How coaches can use the ECR to deliver successful Emotional Intelligence training](https://www.rochemartin.com/hubfs/iStock-1309080507%20(1).jpg)](https://www.rochemartin.com/blog/coaching-emotional-intelligence-training-ecr)

##### ![arrow](https://www.rochemartin.com/hubfs/_2021/May_2021/arrow-g.svg)[How coaches can use the ECR to deliver successful Emotional Intelligence training](https://www.rochemartin.com/blog/coaching-emotional-intelligence-training-ecr)

[![How RocheMartin runs the best Emotional Intelligence workshops](https://www.rochemartin.com/hubfs/iStock-498565457-min%20(1).jpg)](https://www.rochemartin.com/blog/how-rochemartin-runs-the-best-emotional-intelligence-workshops)

##### ![arrow](https://www.rochemartin.com/hubfs/_2021/May_2021/arrow-g.svg)[How RocheMartin runs the best Emotional Intelligence workshops](https://www.rochemartin.com/blog/how-rochemartin-runs-the-best-emotional-intelligence-workshops)

### Sign up to our newsletter

- Solutions 
    - [Emotional Intelligence Training](https://www.rochemartin.com/emotional-intelligence-training)
    - [Emotional Intelligence Assessments](https://www.rochemartin.com/emotional-intelligence-assessments)
    - [Leadership Development](https://www.rochemartin.com/leadership-development-programme)
    - [Emotional Intelligence Workshops](https://www.rochemartin.com/emotional-intelligence-workshops)

- Certification 
    - [Emotional Intelligence Certification](https://www.rochemartin.com/emotional-intelligence-certification)

- Company 
    - [About us](https://www.rochemartin.com/about)
    - [Partner Directory](https://www.rochemartin.com/cp-directory)
    - [Contact us](https://www.rochemartin.com/contact-us)

- Resources 
    - [Blog](https://www.rochemartin.com/blog)
    - [Emotional Intelligence Training Guide](https://www.rochemartin.com/blog/emotional-intelligence-training)
    - [Emotional Intelligence Certification Guide](https://www.rochemartin.com/blog/emotional-intelligence-certification-guide)
    - [EQ and Leadership Development Guide](https://www.rochemartin.com/emotional-intelligence-leadership-development-programme-guide)
    - [Emotional Capitalists Book](https://www.rochemartin.com/emotional-intelligence-books)
    - [Knowledge Base](https://www.rochemartin.com/knowledge)

© 2026 RocheMartin Operations (UK) Limited | [Privacy Policy](https://www.rochemartin.com/privacy-policy)

```json
{
  "@context" : "https://schema.org",
  "@type" : "BlogPosting",
  "author" : {
    "@type" : "Person",
    "name" : "RM Editor",
    "url" : "https://www.rochemartin.com/blog/author/rm-editor"
  },
  "dateModified" : "2022-08-04T16:47:46.555Z",
  "datePublished" : "2018-06-05T00:00:00.000Z",
  "headline" : "The 3 essential Emotional Intelligence skills for driving sales success",
  "image" : [ "https://www.rochemartin.com/hubfs/iStock-1329866233-min%20(1)%20(1).jpg" ],
  "mainEntityOfPage" : {
    "@id" : "https://www.rochemartin.com/blog/3-essential-emotional-intelligence-skills-driving-sales-success",
    "@type" : "WebPage"
  },
  "publisher" : {
    "@type" : "Organization",
    "logo" : {
      "@type" : "ImageObject",
      "url" : "https://www.rochemartin.com/hubfs/rochemartin-logo.png"
    },
    "name" : "RocheMartin Operations (UK) Limited"
  }
}
```