Selling with Emotional Intelligence - Mitch Anthony

Selling with Emotional Intelligence - Mitch Anthony

Find out what emotional intelligence is, increase your awareness of behavioral trends, and learn how to use emotional discipline in your professional and personal life.

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Since Daniel Goleman published "Emotional Intelligence" in the mid-1990s, experts from various fields have adopted the notion that emotional intelligence (EQ) overlaps with Intellectual Intelligence (IQ). Mitch Antony will show you the importance of this skill when selling in the book "Selling with Emotional Intelligence".

Although the idea of QE is more applied in the management and leadership sectors, its strongest relationship may be with sales. Some pros claim that buyers base their buying decision more on the emotional response to the seller than on the product itself.

In this publication, the author provides tools for sales reps to be more competitive within their market, and shows how to apply the fundamentals of emotional intelligence in negotiations.

Got interested to increase your profits through Mitch's teachings about emotional intelligence? Stay with us and discover how!

About the book "Selling with Emotional Intelligence"

The book "Selling with Emotional Intelligence" (2015), brings ideas that will help you develop your communication skills and confidence relating to your customers.

This work by Mitch Antony can help you triple your sales in the coming months.

About the author Mitch Anthony

The author Mitch Anthony gives training to the development of consultants and financial planning for more than 20 years. He worked with professionals from the world's largest organizations in this sector.

Mitch is a regular columnist for Financial Advisor magazine and the author of groundbreaking consulting books, such as the bestselling "StorySelling for Financial Advisors".

To whom is this book indicated?

The book is intended for sales professionals who wish to use emotional intelligence to become more competitive and to anyone who wants to take responsibility for their emotions and combat pessimism and stress.

Main ideas of the book "Selling with Emotional Intelligence"

  • Emotionally intelligent people understand the emotional characteristics and reactions of others;
  • You can't change your instinctive reactions, but you can change your behavior;
  • You can't always change circumstances, but you can improve your answers;
  • The emotional content of your sales presentation should be more important than the information itself;
  • The most productive sellers are goal oriented;
  • Take responsibility for your emotions;
  • Fight against pessimism and emotional oscillations;
  • Keep your sense of humor;
  • Look for and develop sources of motivation in your life.

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[Book Summary] Selling With Emotional Intelligence - Mitch Anthony

Overview: Part I - ARROW Test

Buyers often complain of sellers who are "cold and indifferent". This is due to the weak connection between emotions and salespeople, who think there is no sense in investing their time to improve it.

When an interested party rejects your proposal, there is a chance that your selling approach isn't being emotionally intelligent.

To improve your sales skills, take the ARROW test - Awareness, Restraint, Resilience, Others, Working with others. It can give you a realistic picture of your EQ's level, since the most important skills for a sales professional are:

  1. Consciousness: do you have a sense of how you react to rejection situations? Are you sensitive to other people's responses?
  2. Coalition: When you are tired or angry, do you speak the first thing that comes to mind? Do you avoid emotional responses and look for productive alternatives?
  3. Resilience: When facing difficulties or setbacks, can you raise your head and try again?
  4. Empathy: Is your sales career all about you? It is important to change "me" for "we". To succeed, you must show a certain kindness and empathy for others;
  5. Harmony: Do you like to develop mutually productive relationships? Can you start a conversation and make new friends?

Overview: Part II - The High Productivity EQ

Here Mitch Antony talks about the emotional characteristics of people with high performance:

People with high performance have the four emotional characteristics:

  1. Competitiveness: a manifestation of this is resourcefulness. Successful salespeople, who are unable to reach their potential customers during business hours, try early morning or late at night. They like to win and work well under pressure;
  2. Mentality of achievement: they prepare to succeed. They are goal oriented, set high standards, don't shirk responsibility or blame other people for their failures;
  3. Continuous improvement: The best have a continuing desire to learn, grow professionally, and reduce mistakes. They also like to teach others how to improve their performance;
  4. Intelligence: Successful people have quick minds that adjust according to complicated situations or customers. They cultivate a sense of humor.

These attributes play a predominant role in the success of any sales representative. Even if you cannot change your external circumstances, you can probably improve in at least one of four areas.

Before you change your weaknesses, remember that you need to be willing to acknowledge them. Improving your emotional intelligence is not always easy, but the result is great.

Overview: Part III - Applying EQ to Sales

In this overview, the book "Selling with Emotional Intelligence" introduces tips to develop your emotional intelligence and consequently improving your sales performance.

By understanding your reactions, you learn how to sell with greater emotional intelligence. To keep your EQ at the highest level necessary to succeed in sales, follow these guidelines:

  • Monitor the signs your body is sending you, notice when your emotions are beginning to control you;
  • Be responsible for your actions. Don't blame other people or behaviors for the way you feel or react;
  • Get rid of expectations that tend to result in disappointment or frustration;
  • Understand that a negative or impulsive attitude - like sending an angry email - often creates uncontrollable situations;
  • Before exploding, consider the cost of this (including your reputation);
  • Manage your stress and find healthy outings;
  • Watch out for mood swings;
  • Avoid pessimism;
  • Keep the sense of humor;
  • Monitor your posture. Don't let other people's negativity affect you;
  • Think of defeats as a learning opportunity;
  • Look for sources of motivation;
  • Think about the emotional impact you want to generate on people;
  • Decide in advance the emotional approach you will have in adverse times;
  • When your customer says "no", avoid getting hit. Try to find reason;
  • Be sensitive to body language and signals. Focus on customer reactions as well as presentation.

Overview: Part IV - Emotionally Intelligent Trading

Everyone inserts their own style into a negotiation. As you learn to have more empathy, you will instinctively understand the motives of those on the other side of the table.

Many negotiators make the mistake of trying to reach the best deal just for their side, they fail to consider the long-term impact that business can have on the customer relationship.

Skilled professional negotiators are able to find solutions in situations where other people only see obstacles. Your secret is to look beyond your own desires and needs and see the goals of your partners.

Your opponents may resort to tactics that exploit you emotionally - but you can fight them. If they claim that your offer has insulted them, stay calm.

Ask the type of offer they expect and listen carefully to the answer. If they complain and look angry, ask them why they feel that way. Always keep your eyes on the main goal, which is a mutually acceptable solution.

What do other authors say about it?

Jeffrey Gitomer in "The Sales Bible" leaves his message: be honest with customers. If you want to help them, the feeling will be reciprocal, as this helps the process of creating trust and even fidelity to their service.

In the book "The 25 Sales Habits of Highly Successful Salespeople", Stephan Schiffman points out that you should not use tricks such as stating that the person has just won a lottery. Successful salespeople inspire confidence, the brand of a good leader has vision, deserves respect, is responsible, has a clear sense of direction and confidence.

In "Life Changing Secrets", by Napoleon Hill, Dale Carnegie and Joseph Murphy, there are several lessons about success, which is linked, according to the work, to a personal plan that must be executed using the powers of the human subconscious.

Okay, but how can I apply this to my life?

One way is to apply the seven habits that emotionally capable people present:

  1. They give a high level of importance to the emotional impact your words and actions cause on other people;
  2. Be careful with the tone used;
  3. They anticipate - and even rehearse - their responses in situations of high emotional load;
  4. Pay close attention to small details;
  5. They admit their fears, frustrations, and attitudes, and don't blame other people for it;
  6. When they negotiate, they never lose sight of how their tactics affect the relationship in general;
  7. They practice emotional self-discipline.

Did you like this summary of the book "Selling with Emotional Intelligence"?

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Book 'Selling with Emotional Intelligence'