Selling with Emotional Intelligence,9780793161287

Selling with Emotional Intelligence

by
ISBN13: 9780793161287
ISBN10: 0793161282
Format: Hardcover
Pub. Date: 2003-04-30
Publisher(s): Kaplan Publishing
  • Free Shipping Icon

    This Item Qualifies for Free Shipping!*

    *Excludes marketplace orders.

List Price: $23.10

Rent Book

Select for Price
Add to Cart
There was a problem. Please try again later.

New Book

We're Sorry
Sold Out

Used Book

We're Sorry
Sold Out

eBook

We're Sorry
Not Available

Buy from our Marketplace starting at $2.24

How Marketplace Works:

  • This item is offered by an independent seller and not shipped from our warehouse
  • Item details like edition and cover design may differ from our description; see seller's comments before ordering.
  • Sellers much confirm and ship within two business days; otherwise, the order will be cancelled and refunded.
  • Marketplace purchases cannot be returned to eCampus.com. Contact the seller directly for inquiries; if no response within two days, contact customer service.
  • Additional shipping costs apply to Marketplace purchases. Review shipping costs at checkout.

Summary

Believe it or not, a sales professional's IQ has-at best-a 25 percent influence on their success. Emotional intelligence (EQ) is almost always an 80 to 85 percent predictor of sales success. In Selling with Emotional Intelligence, established author and sales trainer Mitch Anthony teaches sales professionals: what emotional intelligence is; how their emotional intelligence affects their prospects and customer and in turn their sales success; and how they can increase their EQ to, in turn, increase sales. For the first time ever, Selling with Emotional Intelligence offers sales professionals a tool applied specifically to today's selling environment, which guides them step-by-step through the proven theory that increasing emotional intelligence will increases success.

Author Biography

Mitch Anthony is president of Advisor Insights His work has been featured on ABC Evening News with Peter Jennings, USA Today, CNN, Bloomberg, CBS Marketwatch, Kiplinger's Personal Finance, and Selling Power magazine

Table of Contents

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

An electronic version of this book is available through VitalSource.

This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.

By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.

Digital License

You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.

More details can be found here.

A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.

Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.

Please view the compatibility matrix prior to purchase.