Comments on: Empathy and Emotional Intelligence: The Ability to Connect http://thesalesblog.com/2010/02/empathy-and-emotional-intelligence-the-ability-to-connect/ Adventures in the New Art of Sales and Sales Management Thu, 29 Jul 2010 21:57:31 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: Success in Sales is Managing Outcomes: The Ability to Achieve Results http://thesalesblog.com/2010/02/empathy-and-emotional-intelligence-the-ability-to-connect/comment-page-1/#comment-993 Success in Sales is Managing Outcomes: The Ability to Achieve Results Tue, 16 Feb 2010 12:20:03 +0000 http://thesalesblog.com/?p=2503#comment-993 [...] (self-discipline, optimism, competitiveness, initiative, resourcefulness, determination, caring, empathy, communication, and influence), as well as the other nine sales-related skills (closing, [...] [...] (self-discipline, optimism, competitiveness, initiative, resourcefulness, determination, caring, empathy, communication, and influence), as well as the other nine sales-related skills (closing, [...]

]]> By: Leadership: The Ability to Generate Results Through Others http://thesalesblog.com/2010/02/empathy-and-emotional-intelligence-the-ability-to-connect/comment-page-1/#comment-984 Leadership: The Ability to Generate Results Through Others Tue, 16 Feb 2010 01:11:48 +0000 http://thesalesblog.com/?p=2503#comment-984 [...] made up of self-discipline, optimism, initiative, resourcefulness, pigheaded determination, caring, empathy and emotional intelligence, communication, influence, closing, diagnosis, storytelling, [...] [...] made up of self-discipline, optimism, initiative, resourcefulness, pigheaded determination, caring, empathy and emotional intelligence, communication, influence, closing, diagnosis, storytelling, [...]

]]> By: Influence: The Ability to Persuade Others http://thesalesblog.com/2010/02/empathy-and-emotional-intelligence-the-ability-to-connect/comment-page-1/#comment-895 Influence: The Ability to Persuade Others Sat, 06 Feb 2010 19:13:36 +0000 http://thesalesblog.com/?p=2503#comment-895 [...] build their influence by communicating that they understand how others feel, exercising their empathy. They exercise their emotional intelligence by communicating in a way that considers the emotional [...] [...] build their influence by communicating that they understand how others feel, exercising their empathy. They exercise their emotional intelligence by communicating in a way that considers the emotional [...]

]]> By: Andrew Rudin http://thesalesblog.com/2010/02/empathy-and-emotional-intelligence-the-ability-to-connect/comment-page-1/#comment-893 Andrew Rudin Sat, 06 Feb 2010 12:44:15 +0000 http://thesalesblog.com/?p=2503#comment-893 Anthony: great blog. I got a hint of the power of empathy when I looked at my sales wins and losses. I recognized that one particular competitor had a high level of success against me, but I couldn't pinpoint exactly why. I met her at industry events several times, and began to recognize that in addition to being a genuinely nice person, she was powerfully empathetic. I started to emulate some of her habits. Unfortunately, in my many interactions with senior sales VP's and sales staff, empathy is too often equated with undesirable traits in sales. "I want someone who is aggressive! Someone who has high energy and won't stop until he or she gets the order!" The laud those who have closed large deals. Who have over-achieved quota. Important data points, no doubt--but they don't provide much of a picture. Fast forward to 2007, when I completed a project for a software company to understand best practices among their top sales performers. One top producer was off-the-scale empathetic, and no less tenacious. I remember leaving our meeting more than glad that I never had to compete against her. Here's what I wrote about her approach to sales: "To an Octopus, '50' Means Nothing: Why Empathy Matters" http://www.customerthink.com/article/octopus_50_means_nothing_empathy_matters Anthony: great blog. I got a hint of the power of empathy when I looked at my sales wins and losses. I recognized that one particular competitor had a high level of success against me, but I couldn’t pinpoint exactly why. I met her at industry events several times, and began to recognize that in addition to being a genuinely nice person, she was powerfully empathetic. I started to emulate some of her habits.

Unfortunately, in my many interactions with senior sales VP’s and sales staff, empathy is too often equated with undesirable traits in sales. “I want someone who is aggressive! Someone who has high energy and won’t stop until he or she gets the order!” The laud those who have closed large deals. Who have over-achieved quota. Important data points, no doubt–but they don’t provide much of a picture.

Fast forward to 2007, when I completed a project for a software company to understand best practices among their top sales performers. One top producer was off-the-scale empathetic, and no less tenacious. I remember leaving our meeting more than glad that I never had to compete against her. Here’s what I wrote about her approach to sales: “To an Octopus, ’50′ Means Nothing: Why Empathy Matters” http://www.customerthink.com/article/octopus_50_means_nothing_empathy_matters

]]> By: Communication: The Ability to Listen and to Explain Ideas http://thesalesblog.com/2010/02/empathy-and-emotional-intelligence-the-ability-to-connect/comment-page-1/#comment-864 Communication: The Ability to Listen and to Explain Ideas Thu, 04 Feb 2010 12:33:41 +0000 http://thesalesblog.com/?p=2503#comment-864 [...] follows Empathy and Emotional Intelligence, because without empathy you cannot really hear what your prospect or client is saying; without [...] [...] follows Empathy and Emotional Intelligence, because without empathy you cannot really hear what your prospect or client is saying; without [...]

]]> By: uberVU - social comments http://thesalesblog.com/2010/02/empathy-and-emotional-intelligence-the-ability-to-connect/comment-page-1/#comment-858 uberVU - social comments Wed, 03 Feb 2010 18:01:28 +0000 http://thesalesblog.com/?p=2503#comment-858 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by troywilson: RT @iannarino Empathy and Emotional Intelligence: The Ability to Connect http://bit.ly/bht0BK #sales... Social comments and analytics for this post…

This post was mentioned on Twitter by troywilson: RT @iannarino Empathy and Emotional Intelligence: The Ability to Connect http://bit.ly/bht0BK #sales…

]]> By: BizSugar.com http://thesalesblog.com/2010/02/empathy-and-emotional-intelligence-the-ability-to-connect/comment-page-1/#comment-857 BizSugar.com Wed, 03 Feb 2010 17:51:33 +0000 http://thesalesblog.com/?p=2503#comment-857 <strong>Empathy and Emotional Intelligence: The Ability to Connect...</strong> Great salespeople have the ability to create high-level rapport with their prospects and their clients. Great salespeople have the ability to connect on a very human level. This rapport is built upon the salesperson’s empathy and their emotional intell... Empathy and Emotional Intelligence: The Ability to Connect…

Great salespeople have the ability to create high-level rapport with their prospects and their clients. Great salespeople have the ability to connect on a very human level. This rapport is built upon the salesperson’s empathy and their emotional intell…

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