HIRED! The Podcast (Ft. Karine Leblanc) | Ep. #49

Can Emotional Insight Improve Sales?

In the latest episode of HIRED! The Podcast, Travis Miller engages in an enlightening conversation with Karine Leblanc, a celebrated speaker, trainer, coach, and author of the book How to Be Human in a Technical World. Karine’s journey from an HVAC technician to a renowned speaker is fascinating. She shares her insights on the importance of emotional intelligence and building human connections in the sales industry. Karine has served as a Vice President of Sales for iAIRE, one of the leading designers and manufacturers of commercial HVAC and building automation equipment.

From HVAC Technician to VP of Sales

Karine’s journey began with a practical decision to enter a field that guaranteed job security and offered diverse opportunities. Her father, an HVAC teacher, unknowingly influenced her path. “When I looked at the career book, HVAC had a 100% job placement rate. I liked that it had options like plumbing, ventilation, refrigeration, and more,” Karine shares.

However, her technical prowess was complemented by her innate people skills. Despite not being naturally mechanical, Karine found her strength in communication and relationships, leading her to pursue a career in sales engineering. An influential internship interview solidified this path when her interviewer recognized her potential as a salesperson.

The Power of Personal Connection in Interviews

Karine highlights the importance of focusing on personal qualities during the interview process. Her own experience, where her interviewer prioritized her energy and communication skills over technical knowledge, shaped her approach to hiring. “We spoke more on a personal level, and he saw my potential as a salesperson,” Karine recalls.

This lesson underscores the value of assessing qualities that cannot be easily taught, such as emotional intelligence and the ability to build relationships. Karine emphasizes that technical skills can be learned, but interpersonal skills often define long-term success in sales roles.

Overcoming Language Barriers and Comfort Zones

Karine’s determination to excel in sales led her to an internship in California, despite not being fluent in English. “It took me four months of complete immersion to learn English,” she says. This experience taught her the importance of stepping out of her comfort zone, a lesson she applies when interviewing potential team members.

“I follow my instincts and focus on personal attributes. I ask about their background, how they handle stress, and other personal questions to gauge their fit,” Karine explains. This approach ensures that her team members are not only skilled but also resilient and adaptable.

Managing Individuals with Low Emotional Intelligence

Leading individuals with low emotional intelligence (EQ) presents unique challenges. EQ is the ability to understand, use, and manage emotions in positive ways to relieve stress, communicate effectively, empathize with others, overcome challenges, and defuse conflict. Karine identifies two types of low EQ individuals: those unaware of their low EQ and those aware but unbothered by it. “Bringing awareness delicately is crucial. Personal development is a regular part of our meetings,” she notes.

Karine incorporates personal development into her team meetings, allowing members to address issues and share knowledge. She also uses coaching techniques to help individuals reflect on their actions and improve their communication skills.

The Importance of Email Etiquette

Email communication is a significant aspect of modern work life. Karine stresses the importance of empathy in written communication. “People hear their voice in their head when writing emails, but readers don’t. This can lead to misunderstandings,” she explains.

Karine encourages her team to seek feedback on important emails, fostering a culture of collaboration and continuous improvement. This practice helps mitigate miscommunications and ensures that messages are received as intended.

Emotional Intelligence in High-Pressure Situations

Karine’s experience with a difficult contractor exemplifies the importance of maintaining composure in high-pressure situations. “It’s challenging to have high emotional intelligence, especially when provoked. But responding with patience and empathy makes a big difference,” she asserts.

Her ability to remain calm and collected, even when triggered, sets a powerful example for her team. Karine’s approach demonstrates that emotional intelligence is not about suppressing emotions but managing them effectively.

Building Relationships in a Technical World

Karine’s book, “How to Be Human in a Technical World,” delves into the importance of balancing technical skills with human connection. She emphasizes that understanding and empathizing with clients and colleagues can lead to better collaboration and success.

“Relationships first,” Karine states. “If they trust you, the sales will follow.” Her approach highlights that technical knowledge alone is insufficient in the business world; building strong, trusting relationships is key.

About Karine Leblanc

Karine Leblanc is a dynamic engineer, bestselling author, and international speaker. With a mechanical engineering degree from Montreal’s Ecole de Technologie Superieure and multiple certifications, Karine is a powerhouse in sales and relationship-building. She’s a John Maxwell coach, DISC-certified consultant, Genos emotional intelligence practitioner, and eSpeakers certified virtual presenter. Karine has served on ASHRAE’s board, earning accolades like the ASHRAE Distinguished Service Award, and is a Past-President of the National Speaker Association Los Angeles Chapter. She has also served as Vice President of Sales for a iAIRE, a leading designer and manufacturer of commercial HVAC and building automation equipment.

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