2/22/2024-Didya read Dan Goleman’s new book?

If you know your product inside and out, understand your industry, and communicate value to your prospects as an empathic, caring human being, then you’re on your way to great things.

Getting your customers excited about your offering is one of numerous things you need to do while courting your prospects, eh?

But when the cortisol starts gushing, judgment may become impaired; that’s when knee-jerk reactions tend to appear.

For sellers, optimal performance occurs when you’re calm and measured. Whether you call it "flow" or "being in the zone," you must be adept at processing information and managing your reactions.

Go ahead and get your customers excited, but stay in control by using your emotional intelligence.

Most sellers fancy themselves as emotionally intelligent (and they are…YOU are), but EI work is never-ending.

Individual EI can always improve and expand.

Daniel Goleman, the father of emotional intelligence theory, is out with a new book titled Optimal: How to Sustain Personal and Organizational Excellence Every Day. The title sounds like a good seller blueprint, eh?

Today, buy the book and continue your work on one of the great seller superpowers: emotion management.

Daniel Goleman is an American psychologist, author, and science journalist.

He wrote for The New York Times for twelve years, reporting on the brain and behavioral sciences. More importantly, Goleman’s book Emotional Intelligence (1995) was on the NY Times best-seller list for eighteen months. (To boot, it’s in print in 40 languages!)

Goleman’s main thesis is that non-cognitive skills can matter as much as IQ for workplace success. ("Amen" from all the fantastic C-student sales-studs out there!)

Don’t interpret his theory as an invitation to revert back to "relationship guy" (or gal). Today’s market requires immense technical and product acumen, AND sales skill dexterity. EI is the glue that holds all requisite skills together and pushes you toward success.

If you understand your industry, know your product inside and out, and communicate value to your prospects as an empathic, caring human being, then you’re on your way to great things.

But don’t expect just to study Goleman or read his new book Optimal and have the light switch move to ON….you gotta work on it.

This basic rule is a good start: THINK before acting, reacting, and responding.

…welcome back from ordering Optimal – you’re gonna be excited to dig in on great content by Dan the EI Man.

As you await the book’s arrival, watch this YT short and remind yourself of the three stages of EI that might help you recenter your approach with that stupid client or numbskull office mate…

…wait! That type of thinking is exactly what needs to be eliminated. Overreactions and melodrama have no place in your sales brain.

Hey…nobody said selling was easy! Goleman’s book will help.