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The Practical Guide to Selling with Emotional Intelligence
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Since the term Emotional Intelligence was first coined in 1990 by noted psychologists Peter Salovey and John D. Mayer, extensive and ongoing research has been ongoing and has consistently demonstrated the staggeringly significant role emotional intelligence plays in predicting future success and positive business outcomes. Importantly it has been shown to be the single most important factor in the makeup of any successful professional, be it in sales or any other field of endeavour. Specific research undertaken by global, key opinion leader Daniel Goleman has shown that Emotional Intelligence is not only the most powerful predictor of success in the workplace, but is twice as important as the combined value of Intelligence Quotient (I.Q) and Technical Skill combined. This book takes the most efficient and proven sales techniques and strategic guidelines whilst seamlessly combining them with the key driving principles for Emotional Intelligence, to deliver a practical, step by step guide that is logically set out, intuitive to follow and universally applicable to any sales role within any market place. "A clear step forward in sales training which has achieved the perfect alignment between selling and emotional intelligence skills. A must read for any serious sales professional." - Michael Finn, Managing Director, Nitto Denko "A remarkable book that promises to raise the bar on what will pass for professional selling from now on." - Fred Bonaventura, Managing Director, Vocational Pathways & Principal of Ripponlea Institute
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