Selling with emotional intelligence: 5 skills for building stronger client relationships

Mitch Anthony9780793161287, 0-7931-6128-2

In today’s ultra-competitive business environment, it’s not enough for sales professionals to be adept at technical and tactical skills such as getting appointments, making presentations, and closing deals. To really succeed, they must develop and apply their relational skills-or what is known as emotional intelligence-to help them connect with people, recognize customer wants and needs, and build strong, lasting relationships. The concept of emotional intelligence was first popularized in the late 1990s, and later linked to leadership and management success. Studies show that a person’s emotional intelligence has an 80 to 85 percent influence on success in the workplace, while his or her IQ has at best a 25 percent influence. Now, in Selling with Emotional Intelligence, author and sales trainer Mitch Anthony presents the first-ever examination of emotional intelligence as it relates to sales performance. Anthony first explains what emotional intelligence is, then presents sales professionals with a proven program for increasing their emotional intelligence, thus improving their sales success. The program, which is known as the ARROW Program, includes five steps: 1.

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Table of contents :
Cover……Page 2
CONTENTS……Page 7
Acknowledgments……Page 8
Introduction……Page 9
1. Introduction to EQ—Five Critical Areas of Awareness……Page 13
2. Moving from Me to We……Page 22
3. Understanding Your Personality DNA……Page 34
4. Critical Mass for Sales Success……Page 46
5. Applied Critical Mass……Page 56
6. Hotheads and Seeing Red……Page 66
7. Six Seconds of Sabotage—From Anger to Danger……Page 74
8. The Viral Spiral of Emotion……Page 83
9. How to Prevent and Contain Negative Outbursts……Page 90
10. Solving the Stress Mess……Page 95
11. Feeling Helpless or Taking Charge……Page 101
12. Redefining Optimism……Page 109
13. Sources of Discouragement……Page 119
14. Finding Motivators That Last……Page 128
15. Winning the Emotional Tugs-of-War—The Power of Positive Intent……Page 138
16. Risking Rejection—Getting Past No……Page 147
17. The Face You See—The Face You Show……Page 157
18. Developing Emotional Radar—The Powers of Observation……Page 166
19. Shifting Gears—Four Critical Selling Adjustments……Page 176
20. The Power of Curiosity—Overcoming the Narcissistic Urge……Page 188
21. Emotional Archeology—Mastering the Art of the Irresistible Question……Page 197
22. It’s Not about You……Page 207
23. The “Likability” Quotient……Page 214
24. Reducing Stress in Confrontation……Page 224
25. Masters in Conflict……Page 233
26. Negotiating Emotion……Page 243
27. Seven Habits of the Emotionally Competent……Page 254
Bibliography……Page 265
Index……Page 268
Local Disk……Page 0
All the helpful information you will need is here!……Page 1