Self-insight and social intelligence are the secret power behind every successful salesperson. Social intelligence enables salespeople to see things from a different perspective: that of the customer. These salespeople are like 'knowledge brokers' who not only know exactly what their customers need but also why they need it. And that's what it's all about, because only then can you as a sales rep really offer your customer a solution.
However, social intelligence is not something to be taken for granted. Successful salespeople must constantly work to improve their social intelligence. No mean feat, in other words. But anyone can learn it! This book shows how.
The authors show how successful salespeople develop their social intelligence and how you can master it yourself. They use scientific insights from biology, psychology and social neuroscience.
The theory is also illustrated by numerous anecdotes from everyday life, combined with practical tips that will help you better understand your customer and influence them more effectively.