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Business/Investing Business Analysis Techniques: 72 Essential Tools for Success
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Business/Investing Economic Development, 4th Edition (Repost)
Business/Investing Positioning: The Battle for Your Mind, 20th Anniversary Edition
Business/Investing Preventing Workplace Theft: They're Stealing from You
Business/Investing Be Your Own Coach: Your Pathway to Possibility
Business/Investing Conferences and Conventions, Second Edition: A global industry (Events Management) (repost)
Business/Investing Management, 6th Edition
Business/Investing Mobile Service Innovation and Business Models (Repost)
Business/Investing Reconfiguring Knowledge Production: Changing Authority Relationships in the Sciences and their Consequences
Business/Investing Accepted! 50 Successful College Admission Essays, 3 Edition (Repost)
Business/Investing Current Issues in Islamic Banking and Finance: Resilience and Stability in the Present System
Business/Investing Power of An Hour (Repost)
Business/Investing Boards That Deliver (Repost)
Business/Investing Jrgen R. Grote, Achim Lang, Volker Schneider - Organized Business Interests in Changing Environments
Business/Investing Green Business - das Milliardengeschäft: Nach den Dot-coms kommen jetzt die Dot-greens (repost)
Business/Investing Forex Shockwave Analysis (repost)
Business/Investing IPO and Equity Offerings (Securities Institute Global Capital Markets) (Repost)
Business/Investing Careers for Self-Starters & Other Entrepreneurial Types
Business/Investing David Mercer "Building Online Stores with osCommerce: Professional Edition" (repost)
Business/Investing An Annotated Timeline of Operations Research: An Informal History (Repost)
Business/Investing Economic Development, 4th Edition (Repost)
Business/Investing Positioning: The Battle for Your Mind, 20th Anniversary Edition
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Business/Investing Selling with Emotional Intelligence | Ebook Share
Posted on 2010-03-15
|
Name: Selling with Emotional Intelligence
Publisher: Kaplan Business Language: English ISBN: 0793161282 Paperback: 288 pages Data: March 30, 2003 Format: PDF Description: In today& 8217;s ultra-competitive business environment, it& 8217;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& 8217;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. Awareness-Tune-in to natural strengths and weaknesses. Examine how one& 8217;s personality impacts others. Be aware of emotions controlling the sales process. 2. Restraint-Identify negative emotions that can damage relationships, inflict pain, and cost money. Prepare a rational response that will restrain emotions. 3. Resilience-Learn to develop an optimistic, persistent nature. Embrace adversity. Recognize the true source of discouragement. Embrace intrinsic motivators. 4. Others (empathy)-Discern feelings and motives. Develop emotional radar. Learn to be a better listener and observer. 5. Working with others (building rapport)-Communicate. Resolve conflicts. Learn to relate to and lead others. A great deal of time and money is spent training salespeople in the technical aspects of their work. However, the real need in sales training lies in helping representatives and managers hone emotional and relational skills. Selling with Emotional Intelligence provides sales professionals with a program for dealing with the emotional challenges of their work and for enhancing sales performance.
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