Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships

Selling with Emotional Intelligence: 5 Skills for Building Stronger Client Relationships Mitch Anthony Dearborn Trade Publishing ...

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This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is so ...

DEDICATION This book is dedicated to my brother and trusted friend, Mark Anthony, a tested and proven sales professional who ope ...

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v CONTENTS Acknowledgments vi Introduction to EQ—Five Critical Areas of Awareness Introduction vii Moving from Meto We ...

vi A CKNOWLEDGMENTS Every project I undertake starts and ends with thanks to my wife, part- ner, chief editor, guide, and friend ...

vii INTRODUCTION “Only that day dawns to which we are wide awake.” —HENRY DAVID THOREAU Have you ever met someone who is really ...

while others seem clueless. Because of the possibility of having clueless precede us in the selling process, sales professionals ...

me? Sandwiched between wanting the facts and the rationale for buying your product are the emotional agendas that must be met wi ...

concern, to forget this fact for a second. If you think that this is about you, you won’t last long. THE GAME IS WHEEL OF FORTUN ...

Doors open and close in our lives because of emotional intelligence— or its absence. Nowhere is this truth more evident than in ...

door of awareness stands between your emotional and rational self. When this door is closed, the emotional part of the brain can ...

Take a moment to complete the ARROW profile in Figure 1.1 then plot it in Figure 1.2. Next to each question, write the number un ...

one with whom you work closely write his estimation of you under the “180°” column. Then, take the average of the two scores. Fo ...

self in the ARROW Profile. These areas include personal awareness, re- straint, resilience, empathy, and building rapport. Perso ...

causes you to cringe with embarrassment because of an emotional outburst that seemed justified at the time because you were all ...

Resilience may be the single most important emotional factor affecting success in a sales-oriented career. Without resilience, w ...

Once we learn to overcome the narcissistic urge—the impulse that con- stantly tries to bring attention and recognition back to o ...

Lead, Don’t Manage Chapter 15, “Winning the Emotional Tugs-of-War,” and Chapter 27, “Seven Habits of the Emotionally Competent,” ...