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## Emotional Intelligence in Sales ## Emotional Intelligence in Sales
- **"Emotional Intelligence 2.0" by Travis Bradberry & Jean Greaves** - **"Emotional Intelligence 2.0" by Travis Bradberry & Jean Greaves**
- Harness the power of emotional intelligence to better understand customer emotions and motivations, enhancing rapport and trust in sales interactions. - Harness the power of emotional intelligence to better understand customer emotions and motivations, enhancing rapport and trust in sales interactions.
## Behavioral Economics & Decision Making ## Behavioral Economics & Decision Making
- **"Predictably Irrational" by Dan Ariely** - **"Predictably Irrational" by Dan Ariely**
- Explore how cognitive biases influence decision-making, providing insights into how customers make purchasing decisions and how to frame sales pitches effectively. - Explore how cognitive biases influence decision-making, providing insights into how customers make purchasing decisions and how to frame sales pitches effectively.
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## Behavioral Change and Sales Transformation ## Behavioral Change and Sales Transformation
- **"Switch: How to Change Things When Change Is Hard" by Chip and Dan Heath** - **"Switch: How to Change Things When Change Is Hard" by Chip and Dan Heath**
- Study the process of change in individuals and organizations to better manage customer hesitations and resistance, facilitating smoother transitions during the sales process. - Study the process of change in individuals and organizations to better manage customer hesitations and resistance, facilitating smoother transitions during the sales process.