Selling with Emotional Intelligence

The 5 Skills for Building Stronger Client Relationships

The more competitive an environment is, the more emotional intelligence—or the lack thereof—matters

In today’s ultra-competitive business environment, it’s not enough to be adept at technical and tactical skills such as getting appointments, making presentations, and closing deals. To really succeed, you need to develop and apply relational skills—also known as emotional intelligence—to connect with people, recognize customer wants and needs, and build strong, lasting relationships.

Based on his popular book, Selling with Emotional Intelligence, Mitch shows participants how emotional intelligence relates to professional and sales performance. Participants will learn what emotional intelligence is, and how to apply the concepts to improve their own success.

Selling with Emotional Intelligence introduces client-facing professionals to the five essential steps to sales success, known as ARROW™:

Step 1: Awareness: Tuning into your natural strengths and weaknesses.

Step 2: Restraint: Identifying negative emotions that can damage relationships, inflict pain, and cost money.

Step 3: Resilience: Learning to develop an optimistic, persistent nature.

Step 4: Others (Empathy towards Others): Discerning feelings and motives; learning to be a better listener and observer.

Step 5: Working with Others (Building Rapport with Others): Communicating; learning to relate to and lead other.