عنوان

Selling with emotional intelligence :

0793161282

9780793161287

b524627

Selling with emotional intelligence :

[Book]

5 skills for building stronger client relationships /

Mitch Anthony

Chicago, IL :

Dearborn Trade,

2003

x, 261 pages :

illustrations ;

24 cm

Includes bibliographical references (pages 253-255) and index

Introduction to EQ: five critical levels of awareness -- Moving from Me to We -- Understanding your personality DNA -- Critical mass for sales success -- Applied critical mass -- Hotheads and seeing red -- Six seconds of sabotage: from anger to danger -- The viral spiral of emotion -- How to prevent and contain negative outbursts -- Solving the stress mess -- Feeling helpless or taking charge -- Redefining optimism -- Sources of discouragement -- Finding motivators that last -- Winning the emotional tugs-of-war: the power of positive intent -- Risking rejection: getting past no -- The face you see: the face you show -- Developing emotional radar: the powers of observation -- Shifting gears: four critical selling adjustments -- The power of curiosity: overcoming the narcissistic urge -- Emotional archeology: mastering the art of the irresistible question -- It's not about you -- The likeability quotient -- Reducing stress in confrontation -- Masters in conflict -- Negotiating emotion -- Seven habits of the emotionally competent

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"Emotional intelligence is the ability to relate to people and maintain positive relationships. The concept was first popularized in the late 1990s, and later linked to leadership and management success. While much has been written about emotional intelligence for academia and for a general business audience, Selling with Emotional Intelligence offers the first-ever examination of emotional intelligence as it relates to sales performance."--Jacket

QBI

1191744

Emotional intelligence

Selling-- Psychological aspects

Anthony, Mitch

20160712071756.0

[Book]

Y