In the fast-paced world of business, leadership, and sales, emotional intelligence (EQ) is often the deciding factor between great success and mediocrity. As Brandon Clifford, CEO of Business Alliance, Inc., shared in a recent episode of Cliff's Notes, emotional intelligence isn't just a buzzword—it's a game-changer. It influences not only the way you lead teams but also how you interact with clients, make critical decisions, and manage stressful situations.
What is Emotional Intelligence and Why Does it Matter?
At its core, emotional intelligence refers to the ability to recognize, understand, and manage your own emotions while also being able to recognize and influence the emotions of others. As research from Harvard Business School shows, emotional intelligence accounts for a staggering 90% of what sets high performers apart from their peers. This is a powerful statistic that shows how critical EQ is in the business world.
For leaders, a high level of emotional intelligence fosters trust, improves morale, and helps build high-performing teams. Salespeople with high EQ have the ability to anticipate and address customers' needs better, closing more deals with greater ease. Entrepreneurs and business owners with strong emotional intelligence can make more informed, strategic decisions—vital for the long-term success of their ventures.
A perfect example of the power of emotional intelligence can be found in the Bible. Proverbs 16:32 tells us, “The patient man is better than the valiant; he that rules his spirit better than he that takes cities.” True strength, in leadership and business, is about mastering your own emotions. It’s about patience, self-control, and emotional intelligence.
Developing Emotional Intelligence: Practical Steps
While emotional intelligence might sound like an inherent skill, it is, in fact, something that can be learned and improved over time. Here are three key ways to develop stronger emotional intelligence:
- Self-awareness: Understand Your Own Emotions
To lead effectively and engage with others, you first need to understand your own emotions. Take time to reflect on your triggers—what situations cause frustration, anxiety, or stress? A daily practice of journaling or self-reflection, such as an "examination of conscience" at the end of each day, can help you pinpoint moments when you were emotionally triggered. Additionally, asking trusted friends, colleagues, or mentors for feedback can provide valuable insight into how others perceive your emotional responses. The goal is to recognize patterns in your behavior and make changes where necessary.As business consultant Peter Drucker famously said, "You cannot manage other people unless you manage yourself first." - Empathy: Understand Others’ Emotions
The second component of emotional intelligence is empathy—the ability to understand and connect with others on an emotional level. A key to building empathy is practicing active listening. Rather than just waiting for someone to stop talking so you can jump in, take the time to truly listen and understand their perspective. Non-verbal cues such as body language and tone of voice often convey more than words alone. By reading these cues, you can better understand how someone feels.As leadership expert John Maxwell puts it, "People may hear your words, but they feel your attitude." In both leadership and sales, it's not just about what you say—it’s how you make people feel. Making others feel understood and valued is a powerful way to build trust and influence. - Regulating Emotions: Stay Calm Under Pressure
One of the most critical aspects of emotional intelligence is the ability to stay calm under pressure. In business, challenges are inevitable. Whether it’s a deal falling through, difficult negotiations, or managing a tough conversation with an employee, your ability to remain composed can make or break the situation.One practical technique for staying calm is reframing. Instead of viewing challenges as threats, see them as opportunities for growth. When a deal doesn’t go as planned, for instance, consider it an opportunity to learn, adjust, and improve for next time. Additionally, focus on controlling the controllable—if there’s a situation beyond your control, don’t waste emotional energy on it. Lastly, develop a routine to manage stress: take short breaks, get outside for fresh air, or engage in a breathing exercise.As Navy SEAL Jocko Willink says, “Discipline equals freedom.” By controlling your emotions, you control your outcomes.
Emotional Intelligence in Action: A Real-World Example
A prime example of emotional intelligence in action is the story of Captain Sully Sullenberger and the Miracle on the Hudson. In 2009, after his plane’s engines failed following a bird strike, Sully had just 208 seconds to make a life-or-death decision. While most people might have panicked, Sully remained calm, assessed the situation, and executed a flawless emergency landing on the Hudson River, saving the lives of all 155 passengers and crew.
Sully’s calm decision-making under pressure wasn't a spontaneous skill—it was the result of years of experience, training, and emotional control. Similarly, great leaders in business develop emotional intelligence over time by making small, consistent deposits into their “bank of experience,” ensuring they’re ready when critical decisions arise.
Key Takeaways
In the end, emotional intelligence isn’t about being perfect; it’s about being aware, adaptable, and resilient. Whether you’re leading a team, negotiating a deal, or handling a challenging situation, emotional intelligence gives you the tools to navigate it successfully.
Here are a few action items for you to consider:
- Self-awareness: Start by reflecting on your emotional triggers and seeking feedback from others.
- Empathy: Focus on active listening and understanding other people's emotions.
- Regulation: Practice staying calm under pressure by reframing situations and controlling what you can.
This week, pick one area of emotional intelligence to focus on. Maybe it’s pausing before responding to an email, listening more actively in meetings, or managing stress by taking short breaks throughout the day. The key is to take consistent action and build your emotional intelligence over time.
Remember, as Brandon Clifford said, "Emotional intelligence is not a skill or a gift; it’s something you can train and develop." By doing so, you'll not only improve your leadership and sales but also create stronger, more authentic relationships in every aspect of your business and life.
Listen to Cliff's Notes on Apple and Spotify:
Spotify:
https://open.spotify.com/show/21l0JHY6nR4TMQqm1wRqGB?si=478fcec77dac426d
Apple:
https://podcasts.apple.com/us/podcast/cliffs-notes/id1800010301
