Summary of Selling with Emotional Intelligence

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Selling with Emotional Intelligence book summary


6 Overall

7 Applicability

5 Innovation

7 Style


Ever since Harvard’s Daniel Goleman published Emotional Intelligence in the mid-1990s, experts in numerous fields have adopted his notion of E.Q. - emotional intelligence - as opposed to I.Q. - intellectual intelligence. Although E.Q. is most commonly applied in the fields of management and leadership, its strongest natural link may be to sales. Some sales professionals say buyers make decisions based as much on their emotional response to the salesperson as on their opinion of the product itself. Although he doesn’t offer as much direct sales advice as the title might promise, author Mitch Anthony provides sales professionals with E.Q. tools they can use to compete more successfully. The content of the book is often fresh and original, although occasionally the author seems to be plowing fields of thought that he has tilled before. One of the book’s strongest sections deals with applying the fundamentals of emotional intelligence to negotiations. recommends this book to sales professionals who are seeking new perspectives that can lead to higher commissions.

In this summary, you will learn

  • How to define emotional intelligence;
  • How to increase your awareness of your own behavioral tendencies; and
  • How to use emotional discipline in business and in life.

About the Author

As president of the training and communications consulting firm Advisor Insights, Mitch Anthony has made more than 2,500 presentations to companies in the financial services and insurance industries. He is the author of Storyselling for Financial Advisors.



A Fish Story
When a man on a train sees a fellow passenger eat an entire herring except for the head, which the passenger pockets, he can’t restrain himself from asking, "Why did you put the head of a fish in your pocket?"

The passenger explains that fish is good...

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