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Selling with Emotional Intelligence: 5 Skills for Building Stronger Client Relationships Hardcover – April 30, 2003
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About the Author
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.
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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."
the identitiy of a resource for finanacial information.
Credibility in book.