Emotional General Intelligence:

The two most powerful influences in a salesperson’s life are about to collide. These two forces will shape everything we do in ways that are unstoppable - like a hot knife through butter - and will “carve us” into individuals who must effortlessly manage an unpredictable future filled with daily challenges in how we operate as sales leaders.

Sales Chi:

As we dig deeper into how artificial and emotional intelligence will shape our future, it is essential to review a few key baselines from our current set of attributes, styles, and tools. We know that AI will make its way into our everyday lives, and how we embrace this change will determine our effectiveness in the profession.

Psychology of Selling:

Understanding the psychology behind selling reveals why buyers ponder, hesitate, act, or ultimately decide to make a purchase. Emotional, cognitive, and sensory factors all play critical roles. The influential triggers include excitement, fear, and sadness. Sellers who are passionate and genuinely believe in their product often experience increased conversions, as their enthusiasm is contagious.

Sales Challenges:

Professional salespeople encounter a diverse set of challenges in their daily work. Some of these relate directly to their job tasks, while others arise from the surrounding environment or their personal well-being. Most salespeople accept that their job brings challenges that impact their lives; however, the upside of commissions typically offsets the impact of long hours and crazy work-life balance.

Sales Drive:

Olympic athletes are renowned for their extraordinary drive and motivation, which set them apart both physically and mentally from their peers. Their relentless pursuit of excellence is fueled by a combination of intrinsic and extrinsic factors, including self-improvement, motivation, a love of competition, and practical goal setting.

Sales Cycles:

For every type of sale, there is an associated sales cycle. Simple cycles typically involve low-cost, high-volume purchases, with straightforward decision-making. These are often transactional, involving one or two decision-makers, quick evaluations, and minimal negotiations.

Artificial Intelligence:

Although artificial and emotional intelligences are not new, this book could not have been written until now. In the past, we could elaborate on the importance of being self-aware, empathetic, and self-controlled and self-driven as a standard for evaluating emotional intelligence as it applies to our world.

Emotional Intelligence:

Emotional intelligence, or EQ, is best understood as the ability to recognize, understand, and manage one’s own emotions and those of others. Crucially, managing emotions does not mean suppressing or controlling them; instead, it involves acknowledging and understanding them.

Sales Excellence:

Leadership positions require extensive knowledge and experience. Seldom do CEO’s rise to the top of an organization without demonstrating their skills in management and decision-making. A few exceptions include founders who often possess enough skills, or perhaps a majority of popular skills, to maintain the role until a major hurdle requires a change.

Sell Smarter:

The art of selling may be aging gracefully as we move into the next phase of technology influence. Over the past 25 years, there has been significant growth in sales tools, informational databases, social media platforms, and the ability to survive through the pandemic. After 2025, we will forever be known as the generation that embraced artificial intelligence and became “smarter” salespeople.