Customer Reviews

Selling with Emotional Intelligence

5 star:		(2)
4 star:		(2)
3 star:		(1)
2 star:		(0)
1 star:		(0)

 

 

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."

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.

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

Excellent, on target. The title says it all, you learn to refocus and maximize the education of your client and leave a satisfied client, with
the identitiy of a resource for finanacial information.

Credibility in book.

Trying to grow our business, I was looking for a system or book that would help my sales team understand their clients better and focus on the relationship. I liked this book for two reasons. I enjoyed the beginning which focused on the sales person's emotional intelligence thru a few useful surveys. Know thyself right?. The second reason I liked this book was the study of client personalities. Very useful information on how to deal with certain types of clients. In summary, a very good tool to help your salesforce.