Introverts should avoid sales careers

Emotional sales intelligence

This book describes for the first time how salespeople convey mindfulness and appreciation in the sales process in such a way that the deal goes smoothly with their customers. Because only those who acquire this emotional sales intelligence and master it perfectly can understand the customer's motivational world, interpret their behavior and recognize buying impulses early on. The authors present a holistic approach to selling based on findings from neuroscience and motivational research. Numerous test purchases in various industries underpin the theory and show the practical benefits. Concrete instructions and examples will help you to differentiate your customer types according to limbic aspects. You will learn what exactly is behind buying experiences, how buying decisions are made and how you convince on an emotional level. An indispensable guide for everyone who wants to create long-term customer relationships.

content

The seller as a person and personality - Sales philosophies and sales organization - How purchasing decisions are made - Selling mindfully - Eightfold benefits - Limbic sales styles - The dramaturgy of the emotional buying experience.

the authors

Hubert Enser-Laaber has been an independent management consultant, coach and business trainer since 1992 and has previously gained experience in the industry in the areas of marketing and personnel development.

Erwin Oppermann runs a management consultancy and is a state-certified Taekwondo trainer, holder of the 7th Dan and has been dealing with Far Eastern grandmaster knowledge and Buddhist meditation teachings for many years.

Keywords

Selling mindfully B2B sales Limbic selling Mental training for salespeople Sales organization Sales philosophy Sales personality

Authors and affiliations

  • Hubert Enser-Laaber
  • Erwin Oppermann
  1. 1.Laaber KGBad IschlAustria
  2. 2. Shop Marketing Management ConsultingMarchtrenkAustria

About the authors

Hubert Enser-Laaber has been an independent management consultant, coach and business trainer since 1992 and has previously gained experience in the industry in the areas of marketing and personnel development.

Erwin Oppermann runs a management consultancy with a test purchase organization. He is a management trainer and state-certified Taekwondo trainer, holder of the 7th Dan and has been combining the knowledge of neuromarketing with Far Eastern grandmaster knowledge and Buddhist meditation teachings for many years.

Bibliographic information