Forward by Jill Konrath
Part I The What, Why, and How of Emotional Intelligence and Sales Results
Chapter 1 Closing the Knowing-and-Doing Gap: When You Know Better, You Do Better
Understanding Emotional Intelligence
Emotional Intelligence and Sales Results
The Business Case for “Return on Emotions”
Action Steps for Improving Your Emotional Intelligence
Chapter 2 The Art and Neuroscience of Sales: The New Way to Influence
The Emotionally Intelligent Response
Walk a Mile in Your Prospect’s Shoes
Action Steps for Improving Your Ability to Influence
Part II Emotional Intelligence and the Sales Process
Chapter 3 Prospecting: The Real Reason for Empty Sales Pipelines
Are You a Sales Marshmallow Grabber?
The Neuroscience of Prospecting
Action Steps for Improving Your Prospecting Results
Chapter 4 Likeability: All Things Being Equal, People Buy from People They Like
It’s All About Them: The Prospect and Customer
Know, Relate, and Build Likeability
Are You Showing Up or Living It Up?
Action Steps for Improving Your Likeability
Chapter 5 Expectations: You Get What You Expect
Set and Manage Expectations to Create Raving Fans
Action Steps for Improving the Way You Manage Expectations
Chapter 6 Questioning Skills: What’s Your Prospect’s Story?
Make Your Prospect’s Brain Hurt
Determine the Commitment to Change
Action Steps for Improving Your Questioning Skills
Chapter 7 Reaching Decision Makers: How to Better Connect and Meet
Are You Asking the Right Question?
Action Steps for Improving Your Ability to Reach Decision Makers
Chapter 8 Checkbook: Get Paid What You Are Worth
Learn to Deal with Good Negotiators
Action Steps for Improving Your Ability to Get Paid What You Are Worth
Chapter 9 People Over Process: The Key Traits of Emotionally Intelligent Sales Cultures
Action Steps for Building Emotionally Intelligent Sales Cultures
Chapter 10 Take the Lead: Sales Leadership and Emotional Intelligence
Do Your Words and Actions Align?
Tough Love, Sales Leadership Style
The Most Overlooked Motivator of Them All
Best Practices for Sales Leadership
Action Steps for Improving Your Emotional Intelligence in Sales Leadership