emotionall intelligence BOOKS
Missing Ingredient for Leadership and Sales Success
little books delivering big results
When a business executive who has investigated and implemented numerous initiatives to improve company performance isn’t getting the results he wants, he tries something different. He remembers reading an article about a leader—Andrew Miles—who credited his success to emotional intelligence. This intelligence, the article said, helped him engage his workforce and produce exceptional results.
It doesn’t take the executive long to arrange a meeting with Miles, who tells him that business leaders must rely on physical, mental, and emotional effort—with emotional effort being how we manage our emotions to ensure we deliver high-quality results more frequently.
To cultivate emotional intelligence, Miles says, a leader must focus on six distinct competencies: emotional self-awareness, emotional awareness of others, authenticity, emotional reasoning, emotional self-management, and inspiring performance. Miles explains that emotional intelligence underlies our self-awareness, empathy, leadership, and resilience, which are all skills fundamental to our success.
Join a business executive as he seeks to understand his emotions, change how he relates to others, and improve the people around him by learning from The Emotionally Intelligent Leader.
The Emotionally Intelligent Salesperson explores how our emotions impact the decisions we make, the behaviours we display, and our performance in a sales environment. By understanding our emotions and the emotions of others, we are in a better position to positively influence the sales conversation to achieve sales success. In this sales guide, learn how to: • improve sales performance from an individual and organizational perspective; • listen attentively to clients and prospects and become aware of their feelings; • express how you feel in appropriate ways to avoid derailing the sales process; • bring your attention to the present moment and focus truly on their needs. Sales is fundamentally about positively influencing relationships with clients and prospects to deliver mutually beneficial outcomes. As a salesperson, you must understand emotional triggers that cause productive and unproductive behaviours in the sales process-then develop strategies to recognise and manage them. It all links back to the science of emotions and the relationship between your emotional brain, which encompasses the amygdala, and your thinking brain, which houses the prefrontal cortex. This is more than just a moral compass; it's also a recipe for sales success. Take a step back and examine situations from a client's perspective to develop emotional skills, resilience, and authenticity to develop a high-performance sales culture to boost sales.