Selling with Emotional Intelligence [Hardcover]

Mitch Anthony (Author)

Book Description

Publication Date: March 30, 2003

In today's ultra-competitive business environment, it's not enough for sales professionals to be adept at technical and tactical skills such as getting appointments, making presentations, and closing deals. To really succeed, they must develop and apply their relational skills-or what is known as emotional intelligence-to help them connect with people, recognize customer wants and needs, and build strong, lasting relationships. The concept of emotional intelligence was first popularized in the late 1990s, and later linked to leadership and management success. Studies show that a person's emotional intelligence has an 80 to 85 percent influence on success in the workplace, while his or her IQ has at best a 25 percent influence. Now, in Selling with Emotional Intelligence, author and sales trainer Mitch Anthony presents the first-ever examination of emotional intelligence as it relates to sales performance. Anthony first explains what emotional intelligence is, then presents sales professionals with a proven program for increasing their emotional intelligence, thus improving their sales success. The program, which is known as the ARROW Program, includes five steps: 1. Awareness-Tune-in to natural strengths and weaknesses. Examine how one's personality impacts others. Be aware of emotions controlling the sales process. 2. Restraint-Identify negative emotions that can damage relationships, inflict pain, and cost money. Prepare a rational response that will restrain emotions. 3. Resilience-Learn to develop an optimistic, persistent nature. Embrace adversity. Recognize the true source of discouragement. Embrace intrinsic motivators. 4. Others (empathy)-Discern feelings and motives. Develop emotional radar. Learn to be a better listener and observer. 5. Working with others (building rapport)-Communicate. Resolve conflicts. Learn to relate to and lead others. A great deal of time and money is spent training salespeople in the technical aspects of their work. However, the real need in sales training lies in helping representatives and managers hone emotional and relational skills. Selling with Emotional Intelligence provides sales professionals with a program for dealing with the emotional challenges of their work and for enhancing sales performance.

Editorial Reviews

About the Author

Mitch Anthony is President of Advisor Insights, Inc., a firm specializing in relational skills training for financial services professionals.  Anthony’s work has been featured on ABC Evening News with Peter Jennings, CNN, Bloomberg, CBS Marketwatch, Kiplingers Personal Finance Magazine and many more. 

 

Gary DeMoss is director of Van Kampen Consulting, which provides communication and relationship skills training to financial advisors.  He is an award-winning corporate sales and marketing executive and continues to speak to industry groups on sales and marketing topics.

Product Details

• Hardcover: 288 pages
• Publisher: Kaplan Publishing (March 30, 2003)
• Language: English
• ISBN-10: 0793161282
• ISBN-13: 978-0793161287
• Product Dimensions: 9.1 x 6.3 x 0.9 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 4.2 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #843,241 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars Avoid burnout, master yourself, be a better person and sell more, October 7, 2007

By 

Russ Emrick (Monument, CO) - See all my reviews
(VINE VOICE)   

This review is from: Selling with Emotional Intelligence (Hardcover)

This is an important book for salespeople to read and keep close in hand. Sales can be emotionally and psychologically devastating, no matter how stable or mature a person is. Prospects and customers lie, deals go bad, salespeople get cheated, competitors use dishonest and misleading tactics. It's easy to either burn out or become dysfunctional (that is dishonest) ourselves.

There are many good books on sales techniques, systems and strategies. This is the only book that I know about that helps in the areas of emotional fitness. Mitch Anthony takes Daniel Goleman's ideas of "Emotional Intelligence" and applies them directly to sales, because as he says, "when clients have a choice, they choose the option with the least amount of emotional exhaustion and annoyance." Sales people must walk the emotional tightrope of being assertive but not pushy; conversational but not verbal dictators, energetic but not manic, "callous to rejection but sensitive to concerns;" and empathetic but not absorbed. This book will show you how to do that.

"Selling with Emotional Intelligence" will give you the tools to manage stress, control anger, and avoid burnout. By applying the skills of EI clients will be more attracted to your personality and qualifications. You will bring more vitality to each relationship and sales opportunity and be less hurt and de-motivated by the negatives of our profession. This book is about self-mastery which as Sun Tzu (The Art of War) points out is the basis for victory in any endeavor. "Success is driven from the inside out."

5 of 7 people found the following review helpful:

3.0 out of 5 stars Soft Skills for Hard Selling, January 23, 2006

By 

Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
(HALL OF FAME REVIEWER)    (TOP 500 REVIEWER)    (REAL NAME)   

This review is from: Selling with Emotional Intelligence (Hardcover)

Ever since Harvard's Daniel Goleman published "Emotional Intelligence" in the mid-1990s, experts in numerous fields have adopted his notion of E.Q. - emotional intelligence - as opposed to I.Q. - intellectual intelligence. Although E.Q. is most commonly applied in the fields of management and leadership, its strongest natural link may be to sales. Some sales professionals say buyers make decisions based as much on their emotional response to the salesperson as on their opinion of the product itself. Although he doesn't offer as much direct sales advice as the title might promise, author Mitch Anthony provides sales professionals with E.Q. tools they can use to compete more successfully. The content of the book is often fresh and original, although occasionally the author seems to be plowing fields of thought that he has tilled before. One of the book's strongest sections deals with applying the fundamentals of emotional intelligence to negotiations. We recommend this book to sales professionals who are seeking new perspectives that can lead to higher commissions.

5.0 out of 5 stars Great ideas for application in sales, January 9, 2010

By 

Rip Walker (Charlotte, NC USA) - See all my reviews

This review is from: Selling with Emotional Intelligence (Paperback)

My disclaimer: As with any opinion, it is only my opinion! And everyone's will vary depending on who reads the book and what the reader is looking for. I look for ways to improve businesses, sales, and my life. This book shares many ideas and gives many applicable take-a-ways.

On a 1 to 5 scale, 5 being the best:

Readability: 4 This was a pretty easy read. Took a little while to digest everything, but as I've said in other reviews, it wasn't meant to be riveting as in a thriller novel. Well organized, thorough, and focused on the subject. That mean's not too much fluff.

Information and new ideas: 5 Great ideas to include in any sales process. All decisions are based on a feeling. Logic helps narrow a decision, but at some point the gut takes over.

Applicable Ideas: 5 As I stated, lots of stuff for use in a sales process. Or whenever decisions are going to be made.

Value: 5 Great value for the dollar. The information is extremely useful.

A 5 overall. This book will stay in my library. It's one of the few books on tying emotions to selling. It's also the best as far as I've found.

Great job Mitch!

Rip Walker
Author: Rip's Book of Common Sense Selling: Improving Sales Through Process Implementation