November 2012
Beginner to intermediate
224 pages
4h 46m
English
Content preview from Emotional Intelligence for Sales SuccessBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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CHAPTER 4
Likeability
All Things Being Equal, People Buy from People They Like
COMMUNICATION EXPERTS preach the importance of building trust with people in order to build relationships. Sales managers, salespeople, and sales trainers all endorse the importance of trust in winning and retaining business. But here are the hard facts. No prospect is going to trust you after one conversation—and they shouldn’t. You haven’t demonstrated the execution, follow-through, or results needed to really earn trust and loyalty. No client is going to keep doing business with you if they don’t like you (unless you are lucky enough to be the only game in town).
The reality is that likeability is only the first step toward building trust, winning business, and ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.