Episode #113: Emotional Intelligence in Sales with Scott Halford

In This Episode of The Buyer’s Mind with Jeff Shore:

Scott Halford weighs in with Jeff on the importance of emotional intelligence.  Our brains are built to protect us. If we perceive a threat, we are more likely to avoid that danger.  But what happens when we feel threatened by trying to close? Is that fear real? How do we retrain our brain to recognize real fears from false fears? Having that emotional awareness can make you a better salesperson.

Topics we’re going to cover on today’s podcast:

[1:14] Welcome back Scott Halford

[4:02] When you understand yourself, you can understand how the world works

[9:56] Why does an outbound call feel like such a threat and what can you do about it?

[15:09] When is the time to fight a catastrophizing brain?

[21:47] How emotional intelligence compliments problem solving intelligence

[27:24] Scott Halford – musical genius

More about our guest Scott Halford:

Scott Halford, CSP, CPAE is an Emmy Award winning writer and producer, an engaging presenter and a long-time consultant to Fortune 500 executive teams.  His expertise and experience enriches the contribution that he makes to every client. Scott’s expansive knowledge in the areas of achievement psychology, which includes brain-based behavioral science, emotional intelligence, critical thinking, and influence add richness and depth to his programs.

Scott’s insight into the human experience at many levels, and in many different situations, allows him to communicate in workshops and keynotes with humor, wit and depth.  He is a captivating storyteller that is able to transport his audiences to destinations they may have never been physically, mentally or emotionally. Participants laugh and learn, and consistently praise the rich and rewarding experience that positively impacts their success.

In July of 2014, Scott Halford was inducted into the National Speakers Speaker Hall of Fame, a lifetime designation that includes recipients such as Ronald Reagan, Colin Powell and Zig Ziglar.  Scott is also a Certified Speaking Professional (CSP), the highest earned designation of the National Speakers Association and the Global Speakers Federation. He is also an accredited and certified Emotional Intelligence Provider as well as an Advanced Certified Associate in Emergenetics®.  Scott holds an Executive Master’s degree in NeuroLeadership.

Scott is on faculty at GE’s John Welch Center of Leadership in Crotonville, NY.  He is a guest lecturer for the MBA program at the Daniels School of Business at the University of Denver, and a Trustee for the Iliff School of Theology. Scott is Founder and Principal of Complete Intelligence, LLC.

Corporate clients span many industries and include GE, Bank of America, Wells Fargo, Chase, Microsoft, First Data, Medtronic, Johns Hopkins Hospital, Centura Hospitals, MillerCoors, Ingersoll-Rand, Western Union, Google and many more.

Scott’s book on the confluence of emotional intelligence, influence and mastery, “Be a Shortcut: The Secret Fast Track to Business Success” is available online from Amazon.com. His latest book, “Activate Your Brain: How Understanding Your Brain Can Improve Your Work and Life” was released in May of 2015 and is a Wall Street Journal best-selling book.

Linked In, Twitter and Facebook: Scott Halford

Links from today’s podcast:

Scott Halford

Scott Halford’s album


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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.