The Emotionally Intelligent Salesperson

Understanding How Emotions Impact Sales Success

By: David R. Smith, Dr. Benjamin Palmer

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Paperback | 26 May 2021

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Paperback
142 Pages

Dimensions(cm)
21.59 x 13.97 x 0.76

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The Emotionally Intelligent Salesperson explores how our emotions impact the decisions we make, the behaviors we display, and our performance in a sales environment. By understanding our emotions and the emotions of others, we are in a better position to positively influence the sales conversation to achieve sales success. In this sales guide, learn how to: â¢ improve sales performance from an individual and organizational perspective; â¢ listen attentively to clients and prospects and become aware of their feelings; â¢ express how you feel in appropriate ways to avoid derailing the sales process; â¢ bring your attention to the present moment and focus truly on their needs. Sales is fundamentally about positively influencing relationships with clients and prospects to deliver mutually beneficial outcomes. As a salesperson, you must understand emotional triggers that cause productive and unproductive behaviours in the sales process-then develop strategies to recognise and manage them. It all links back to the science of emotions and the relationship between your emotional brain, which encompasses the amygdala, and your thinking brain, which houses the prefrontal cortex.

This is more than just a moral compass; it's also a recipe for sales success. Take a step back and examine situations from a client's perspective to develop emotional skills, resilience, and authenticity to develop a high-performance sales culture to boost sales.

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