Selling with emotional intelligence
Subtitle: 5 skills for building stronger client relationships
By: Mitch Anthony.
Publisher: Dearborn Trade
Published: 2003
Place of publication: Chicago, IL
Language: eng
Number of pages: 261
Subjects: Selling -- Psychological aspects.; Emotional intelligence.
Notes: Includes bibliographical references (p. 253-255) and index.
Table of contents: title: Introduction to EQ: five critical levels of awareness; title: Moving from Me to We; title: Understanding your personality DNA; title: Critical mass for sales success; title: Applied critical mass; title: Hotheads and seeing red; title: Six seconds of sabotage: from anger to danger; title: The viral spiral of emotion; title: How to prevent and contain negative outbursts; title: Solving the stress mess; title: Feeling helpless or taking charge; title: Redefining optimism; title: Sources of discouragement; title: Finding motivators that last; title: Winning the emotional tugs-of-war: the power of positive intent; title: Risking rejection: getting past no; title: The face you see: the face you show; title: Developing emotional radar: the powers of observation; title: Shifting gears: four critical selling adjustments; title: The power of curiosity: overcoming the narcissistic urge; title: Emotional archeology: mastering the art of the irresistible question; title: It's not about you; title: The likeability quotient; title: Reducing stress in confrontation; title: Masters in conflict; title: Negotiating emotion; title: Seven habits of the emotionally competent.