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Emotional Intelligence (EQ) for Sales

  • Course Code: EXEC-424

  • Format: In-Person / Virtual

  • Description: Emotions drive deals. Based on Goleman’s EQ Framework, this course utilizes "Empathy Mapping" to manage difficult customer interactions. Participants learn self-regulation techniques to handle high-pressure sales environments without losing composure.

  • Learning Objectives:

  • Utilize self-regulation and empathy to manage high-pressure sales interactions.

  • Conduct an "Empathy Mapping" exercise for a difficult customer.

  • Apply Goleman’s EQ Framework to revenue roles.

  • Scholar-Practitioner Framework:

  • Theory: Goleman’s EQ Framework.

  • Application: Empathy Mapping.

Curriculum: Self-Awareness; Social Regulation; Empathy in Negotiation.