Many salespeople know what to do. However, during stressful selling situations, they are not able to effectively manage emotions hence their inability to leverage productive selling and influence skills. According to research by Harvard University professor David Deming, the relevance of social skills is becoming more pronounced than experience and knowledge in contemporary times.
People who develop better social skills understand their emotions and those of others; and are able to harness this understanding for progressive results. Sales executives who are able to master EI are more likely to achieve sterling results than those who have poor EI.