As most of you know, many of our teachings center on “the why,” which is the key motivator behind being a sales professional. It’s also what sets successful and effective leaders apart from their peers. In The Non-Obvious Guide to Emotional Intelligence consultant and author Kerry Goyette notes, “Emotionally intelligent leaders move beyond me, through we, and into why.”
In short, this week’s book recommendation is about developing a deeper understanding of situations and cutting to the quick. This is a skill every sales professional needs to have!
Human behavior is an essential component of every sale. In our Selling in 6™ program, we cover subtleties like microfacial expressions and Neuro-Linguistic Programming (NLP), but emotional intelligence is just as important when it comes to success. In some cases it could be the determining factor between a prospect saying “no” or “yes.”
So, what is your emotional intelligence and how are you utilizing it at work? If you’re looking for a guidebook on improving your ability to read situations or gain the right insights while on the job, then this quick read is an excellent place to start.
Here is the summary on Amazon:
“Today‘s leaders are more stressed than ever. Whether you are leading a Fortune 500 company trying to retain top talent, or are an entrepreneur trying to cultivate the next great idea, the current corporate landscape is unpredictable, multi-factored, and complex. This is where the power of emotional intelligence comes in.
“In this guide, Aperio founder and CEO Kerry Goyette challenges the conventional wisdom of EQ by breaking down the neuroscience of emotional intelligence and offering a bold and applicable new approach. See how emotional intelligence tactics empower you to leverage the impact of emotion, thrive in competitive environments, and prevent fight or flight responses from hijacking your best intentions. Explore ways to leverage EQ to connect with people, add value, and grow your business.
“In this book you will learn how to:
> Improve your decision-making when it matters most.
> Navigate change and better manage disruption.
> Identify the derailers that may be holding you back.
> Trace problems to their roots so they can be solved more easily.
> Be agile and thrive in today’s chaotic environments.
> Shape your company culture to drive loyalty and engagement.”
