What if everything you have learned about successfully selling was wrong – at least in this New Economy? “Trust No One” is the new mantra. Today’s prospects, buyers, business owners, and consumers are the most cynical and jaded group of buyers in history – and with good reason. They have been lied to and deceived […]
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Suppose you are the CFO of a medium sized manufacturing firm and you have plans to meet with two agents from difference insurance agencies. The agent from agency A sits down and does a few things to establish rapport. Then he starts telling you about his company, its reputation and commitment to quality service. Soon […]
Continue readingRecent research and field data from Princeton University support the premise that Emotional Intelligence is a major contributing factor to sales success. Daniel Goleman and Cary Cherniss in their book The Emotionally Intelligent Workplace evaluated three predictors of job success; Relevant Experience, Emotional Intelligence, and Outstanding IQ. They found that job success could be predicted: […]
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