In his controversial book, Frames of Mind – The Theory Of Multiple Intelligences, Howard Gardner introduces the theory of seven different intelligences: linguistic, musical, logical, spatial, kinesthetic, intrapersonal, and interpersonal. Gardner defines interpersonal intelligence as: the ability to read the intentions and desires of other individuals and act upon this knowledge (Frames of Mind p. 239).
It is interesting to understand how leaders and their sales staff apply interpersonal intelligence to the selling process. Behavioral tools and structures should be used to allow sales associates to better understand themselves, read their customers, and adapt to their customers. Applying behavioral science to the sales process creates a greater connection between the buyer and seller and leads to more sales.
Leaders should sharpen the interpersonal intelligence of their sales staff and empower them for greater success.