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Selling with Emotional Intelligence
     

Selling with Emotional Intelligence

3.0 1
by Mitch Anthony
 

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Anthony is president of a training and communications consulting firm specializing in the financial services and insurance industries. He presents sales professionals with a training approach he developed in the mid-1990s, based on the principles of emotional intelligence. The text discusses the five steps of Anthony's ARROW Program—awareness, restraint,

Overview

Anthony is president of a training and communications consulting firm specializing in the financial services and insurance industries. He presents sales professionals with a training approach he developed in the mid-1990s, based on the principles of emotional intelligence. The text discusses the five steps of Anthony's ARROW Program—awareness, restraint, resilience, others (empathy), and working with others (building rapport)—and how to use the program to improve sales performance. Annotation ©2003 Book News, Inc., Portland, OR

Product Details

ISBN-13:
9780793161287
Publisher:
Kaplan Publishing
Publication date:
04/30/2003
Pages:
272
Product dimensions:
6.40(w) x 9.10(h) x 0.80(d)

Meet the Author

Mitch Anthony is President of Advisor Insights, Inc., a firm specializing in relational skills training for financial services professionals.  Anthony’s work has been featured on ABC Evening News with Peter Jennings, CNN, Bloomberg, CBS Marketwatch, Kiplingers Personal Finance Magazine and many more. 
Gary DeMoss is director of Van Kampen Consulting, which provides communication and relationship skills training to financial advisors.  He is an award-winning corporate sales and marketing executive and continues to speak to industry groups on sales and marketing topics. —This text refers to an out of print or unavailable edition of this title.

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Selling with Emotional Intelligence 3 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
Ever since Harvard¿s Daniel Goleman published ¿Emotional Intelligence¿ in the mid-1990s, experts in numerous fields have adopted his notion of E.Q. - emotional intelligence - as opposed to I.Q. - intellectual intelligence. Although E.Q. is most commonly applied in the fields of management and leadership, its strongest natural link may be to sales. Some sales professionals say buyers make decisions based as much on their emotional response to the salesperson as on their opinion of the product itself. Although he doesn¿t offer as much direct sales advice as the title might promise, author Mitch Anthony provides sales professionals with E.Q. tools they can use to compete more successfully. The content of the book is often fresh and original, although occasionally the author seems to be plowing fields of thought that he has tilled before. One of the book¿s strongest sections deals with applying the fundamentals of emotional intelligence to negotiations. We recommend this book to sales professionals who are seeking new perspectives that can lead to higher commissions.