selling-with-emotional-intelligence.pdf

Selling with Emotional

Intelligence: 5 Skills for

Building Stronger Client

Relationships

Mitch Anthony

Dearborn Trade Publishing

This publication is designed to provide accurate and authoritative information in

regard to the subject matter covered. It is sold with the understanding that the pub-

lisher is not engaged in rendering legal, accounting, or other professional service.

If legal advice or other expert assistance is required, the services of a competent

professional should be sought.

Vice President and Publisher: Cynthia A. Zigmund

Acquisitions Editor: Mary B. Good

Senior Project Editor: Trey Thoelcke

Interior Design: Lucy Jenkins

Cover Design: Design Solutions

Typesetting: the dotted i

Published by Dearborn Trade Publishing, a Kaplan Professional Company

reproduced in any manner whatsoever without written permission from the

publisher.

Printed in the United States of America

03 04 05

10 987654321

Library of Congress Cataloging-in-Publication Data

Anthony, Mitch.

Selling with emotional intelligence : 5 skills for building stronger client

relationships / Mitch Anthony.

p. cm.

Includes index.

ISBN 0-7931-6128-2 (6

9—dc21

2003000917

Dearborn Trade books are available at special quantity discounts to use for sales pro-

motions, employee premiums, or educational purposes. Please call our special sales

department, to order or for more information, at 800-621-9621, ext. 4404, or write

to Dearborn Financial Publishing, 30 South Wacker Drive, Suite 2500, Chicago, IL

60606-7481.

9 hc)

1. Selling—Psychological aspects. 2. Emotional intelligence. I. Title.

HF5438.8.P75A58 2003

658.85

DEDICATION

This book is dedicated to my brother and trusted friend, Mark Anthony,

a tested and proven sales professional who opened a golden door of thought

and opportunity in my life. We have yet to see just where this door will lead.