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Word of the day, "Mentalizing"
Oct 29 2024
Length: 6 mins
Podcast

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Word of the day, "Mentalizing"

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Summary
Gartner recently stated that sales reps that excel at mentalizing are 3X more likely to attain quota. This podcast discusses how mentalizing and emotional intelligence (EI) are crucial skills for tech sales representatives. Mentalizing, the ability to understand someone's perspective and feelings, allows sales reps to connect with buyers on a deeper level, build stronger relationships, and navigate complex buying decisions. It highlights the importance of emotional connections in sales, particularly in tech, where buyers often value personal relationships. I emphasize that emotional factors play a significant role in purchase decisions and that sales reps with strong mentalizing abilities and emotional intelligence are better equipped to succeed in tech sales.

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