Sales Strategy & Enablement by Revenue.io

1074: Master the Basics of EQ and Empathy, with Dean Karrel

Apr 11, 2023

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Dean Karrel is a career development advisor, sales trainer, LinkedIn Learning instructor, and author of Mastering the Basics. He has held senior leadership positions in major global publishing companies for more than three decades. He shares how the intangible things not taught in school are the things that will drive your success. He talks about emotional intelligence, learning empathy, and being authentic as defining characteristics of good salespeople.

HIGHLIGHTS

Master the basics: Your EQ separates you from the pack
Learning trust and empathy in sales
Always be learning as sales is constantly changing
Leading versus managing

QUOTES

Dean: "Focusing on the things that can separate you from everybody else–being ready for a presentation, working with you today, doing your research, planning and preparation, basic human relation skills. And I think this is not taught at the Harvard Business School. These are things that you learn through life."

Dean: "Again, that word EQ, emotional intelligence, wasn't discussed when we graduated from college, but I think it's the foundation of what good salespeople have versus those who are too salesy. The emotional intelligence is listening, showing empathy, and realizing that the buyer on the other side of the telephone or conference call or in person, they're in the same boat we are."

Andy: "Don't be a know-it-all, which I subscribe to, I think people need to be learn-it-alls, not know-it-alls. Especially for a sales role, you say ‘Don't take all the credit, share the wins’."

Dean: "Find out what really matters to you. Values, goals, priorities. I think that's what it's all about."

Find out more about Dean and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/deankarrel/
LinkedIn Learning: https://www.linkedin.com/learning/instructors/dean-karrel
Amazon book link: https://www.amazon.com/Mastering-Basics-Lessons-Achieving-Business-ebook/dp/B07S93KM4T