Selling with Emotional Intelligence

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Overview

Emotional intelligence is the ability to relate to people and maintain positive relationships. The concept was first popularized in the late 1990s, and later linked to leadership and management success. While much has been written about emotional intelligence for academia and for a general business audience, Selling with Emotional Intelligence offers the first-ever examination of emotional intelligence as it relates to sales performance.
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Overview

Emotional intelligence is the ability to relate to people and maintain positive relationships. The concept was first popularized in the late 1990s, and later linked to leadership and management success. While much has been written about emotional intelligence for academia and for a general business audience, Selling with Emotional Intelligence offers the first-ever examination of emotional intelligence as it relates to sales performance.
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Product Details

  • ISBN-13: 9780793161287
  • Publisher: Kaplan Publishing
  • Publication date: 4/30/2003
  • 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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Table of Contents

Acknowledgments
Introduction
1 Introduction to EQ - Five Critical Areas of Awareness 1
2 Moving from Me to We 10
3 Understanding Your Personality DNA 22
4 Critical Mass for Sales Success 34
5 Applied Critical Mass 44
6 Hotheads and Seeing Red 54
7 Six Seconds of Sabotage - From Anger to Danger 62
8 The Viral Spiral of Emotion 71
9 How to Prevent and Contain Negative Outbursts 78
10 Solving the Stress Mess 83
11 Feeling Helpless or Taking Charge 89
12 Redefining Optimism 97
13 Sources of Discouragement 107
14 Finding Motivators That Last 116
15 Winning the Emotional Tugs-of-War - The Power of Positive Intent 126
16 Risking Rejection - Getting Past No 135
17 The Face You See - The Face You Show 145
18 Developing Emotional Radar - The Powers of Observation 154
19 Shifting Gears - Four Critical Selling Adjustments 164
20 The Power of Curiosity - Overcoming the Narcissistic Urge 176
21 Emotional Archaeology - Mastering the Art of the Irresistible Question 185
22 It's Not about You 195
23 The "Likability" Quotient 202
24 Reducing Stress in Confrontation 212
25 Masters in Conflict 221
26 Negotiating Emotion 231
27 Seven Habits of the Emotionally Competent 242
Bibliography 253
Index 256
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  • Anonymous

    Posted January 23, 2006

    Soft Skills for Hard Selling

    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.

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