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!
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.
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".
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.
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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:
Here Mitch Antony talks about the emotional characteristics of people with high performance:
People with high performance have the four emotional characteristics:
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.
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:
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.
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.
One way is to apply the seven habits that emotionally capable people present:
Are you ready to leverage your sales after learn those valuable tips? Did you find this content useful? Leave your feedback in the comments!
In addition, if you got interested in the book's full edition, don't waste your time and click on the image below to get it: