Forward by Jill Konrath

Introduction

Part I The What, Why, and How of Emotional Intelligence and

Sales Results

Chapter 1 Closing the Knowing-and-Doing Gap:

When You Know Better, You Do Better

Understanding Emotional Intelligence

Emotional Intelligence and Sales Results

The Business Case for "Return on Emotions”

Action Steps for Improving Your Emotional Intelligence

Chapter 2 The Art and Neuroscience of Sales:

The New Way to Influence

Selling to the Old Brain

The Emotionally Intelligent Response

Walk a Mile in Your Prospect's Shoes

Putting It All Together

Action Steps for Improving Your Ability to Influence

Part II Emotional Intelligence and the Sales Process

Chapter 3 Prospecting: The Real Reason for Empty Sales Pipelines

Are You a Sales Marshmallow Grabber?

Drive-By Relationships

Sales Reality Check

Are You Stressed Out?

The Neuroscience of Prospecting

Action Steps for Improving Your Prospecting Results

Chapter 4 Likeability: All Things Being Equal, People Buy from People They Like

Would You Buy from You?

It's All About Them: The Prospect and Customer

Know, Relate, and Build Likeability

Are You Showing Up or Living It Up?

Are You a Joy Giver?

Action Steps for Improving Your Likeability

Chapter 5 Expectations: You Get What You Expect

Partnership or Vendor-ship?

What's Your Mindset?

Set and Manage Expectations to Create Raving Fans

Action Steps for Improving the Way You Manage Expectations

Chapter 6 Questioning Skills: What's Your Prospect's Story?

Listen Before You Leap

Use the "3Ws” Formula

Make Your Prospect's Brain Hurt

Get to the Real Pain

Determine the Commitment to Change

Agree and Align

Action Steps for Improving Your Questioning Skills

Chapter 7 Reaching Decision Makers: How to Better Connect and Meet

How People Make Decisions

Are You Meeting with Mr. No?

Are You Asking the Right Question?

Action Steps for Improving Your Ability to Reach Decision Makers

Chapter 8 Checkbook: Get Paid What You Are Worth

What Is Your "Money Talk”?

Learn to Deal with Good Negotiators

Are You Willing to Walk?

Examine Your Sales Pipeline

Conviction and Confidence

Action Steps for Improving Your Ability to Get Paid What You Are Worth

Chapter 9 People Over Process: The Key Traits of Emotionally Intelligent Sales Cultures

Are You Learning or Lagging?

There Is No "I” in Team

It's Better to Give

Action Steps for Building Emotionally Intelligent

Sales Cultures

Chapter 10 Take the Lead: Sales Leadership and Emotional Intelligence

How Do You Show Up?

Do Your Words and Actions Align?

Teaching Rather Than Closing

Tough Love, Sales Leadership Style

The Most Overlooked Motivator of Them All

Best Practices for Sales Leadership

Action Steps for Improving Your Emotional Intelligence in Sales Leadership

Index