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AuthorAnthony, Mitch
TitleSelling with emotional intelligence [electronic resource] : 5 skills for building stronger client relationships / Mitch Anthony
Imprint Chicago, IL. : Dearborn Trade, 2003
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Descript x, 261 p. : ill


Introduction to EQ: five critical levels of awareness -- Moving from Me to We -- Understanding your personality DNA -- Critical mass for sales success -- Applied critical mass -- Hotheads and seeing red -- Six seconds of sabotage: from anger to danger -- The viral spiral of emotion -- How to prevent and contain negative outbursts -- Solving the stress mess -- Feeling helpless or taking charge -- Redefining optimism -- Sources of discouragement -- Finding motivators that last -- Winning the emotional tugs-of-war: the power of positive intent -- Risking rejection: getting past no -- The face you see: the face you show -- Developing emotional radar: the powers of observation -- Shifting gears: four critical selling adjustments -- The power of curiosity: overcoming the narcissistic urge -- Emotional archeology: mastering the art of the irresistible question -- It's not about you -- The likeability quotient -- Reducing stress in confrontation -- Masters in conflict -- Negotiating emotion -- Seven habits of the emotionally competent

Selling -- Psychological aspects Emotional intelligence Electronic books.


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