Hot Buttons and Objections – Politicians
My Chinese partner, Michael Chen, CEO of Zest Learning in China, has asked to write a series of blogs on what is the key hot button for each of the seven components and what are the likely objections such individuals are likely to provide during a sales call. Of all the seven components, decision makers are more likely to have the Politician or P component so I will start with them. High Ps are driven by the desire to win and love making decisions. So the worst thing you can ever do when presen.....
Read MoreThe Emotionally Intelligent Salesperson
Daniel Goleman, the author and coiner of the term Emotional Intelligence, recently posted a blog about The Emotionally Intelligent Salesman. Now whenever I think about the EQ of sales people I remember a blog by Tom Searcy, The 7 Traits of Quota-Crushing Sales Pros. In this blog Searcy, based on his experience with thousands of sales reps in 200+ companies, lists off seven traits: They have no time for anything that is not their deal. They sell inside the company harder than outside. They.....
Read MoreEmotional Intelligence in Selling
What prompted this blog is an article by Kirsty Spraggon The Emotional Intelligence of Sales... Kirsty begins her article by attributing to Goleman the famous misquote that as IQ is responsible for determining about 20% of our chances for success then the other 80% is determined by our social and interpersonal skills & our emotional intelligence. Goleman himself has refuted this misquote and corrected it by saying “if IQ reportedly only accounts for 20% of success, that leaves 80% una.....
Read MoreTo Sell Is Human Emotional Intelligence in Selling
Management author Daniel Pink, has just written a new book, 'To Sell Is Human'. The Wharton School of Business recently published an interview with him about the book. There were several underlying ideas propagated in his book. First of all was the idea we are all in sales. According to US Labor data one in nine people in the economy today make a living selling stuff. They are car dealers, real estate agents, etc. However Pink argues that many other professions such as managers; project team le.....
Read MoreChris Golis - Author
"Put in a sales perspective, I loved your presentation! I got a lot from what you talked about and I will read your book."
Peter Morris, Executive Officer, Lomax Financial Group
Your presentation on 'Lifting your Level of Emotional Intelligence" to 10 CEOs scored an average 8.9 out of 10 for the topic and 8.5 for the presentation which is great. A couple of the attendees gave you a 10 out of 10, and the comments were:
- Great presentation. Very informative.
- Excellent presentation.
- made me think.
Christi Spring CEO Institute. - web www.ceo.com.au.