Selling with Emotional Intelligence: 5 Skills for Building Stronger Client Relationships - Hardcover

Anthony, Mitch

Hardcover

ISBN 10: 0793161282 ISBN 13: 9780793161287

Publisher: Kaplan Publishing, 2003

Synopsis

Anthony is president of a training and communications consulting firm specializing in the financial services and insurance industries. He presents sales professionals with a training approach he developed in the mid-1990s, based on the principles of emotional intelligence. The text discusses the five steps of Anthony's ARROW Program awareness, restraint, resilience, others (empathy), and working with others (building rapport) and how to use the program to improve sales performance. Annotation (c) Book News, Inc., Portland, OR (booknews.com)

About this title

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.

Review:

Everybody talks about relationship management, but very few talk about managing the emotions that surface as relationships move forward. Buying and selling are emotionally challenging, especially when high numbers are at stake. The emotionally intelligent sales-person can recognize and resolve the many obscure and subtle impediments that stand in the way of the sale. Mitch Anthony offers salespeople a practical road map for dealing with customers and shares his proven concepts for maintaining a strong emotional balance. This thoughtfully written book shows that selling in an emotionally healthy way is also the most profitable way. --Gerhard Gschwandtner, Founder and Publisher, Selling Power

This book is full of wonderful ideas to help you develop higher levels of rapport and trust in every sales relationship. It gives you the keys to doubling and tripling your sales in the months and years ahead. --Brian Tracy, author of Create Your Own Future

About this edition

• Publisher: Kaplan Publishing
• Publication date: 2003
• ISBN 10: 0793161282
• ISBN 13: 9780793161287
• Binding: Hardcover
• Number of pages: 288