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Category: Indigo Ink by Dr. Laura Munoz

You, Your Client, and the Role of Emotions in the Sales Process (Part 2)

You, Your Client, and the Role of Emotions in the Sales Process (Part 2)

It’s time to share the second half of the talk I wrote for Sales Center at Indiana State University. Last month, I spoke about the importance and value of emotions in the sales and negotiations process. This is part 2 of that talk. Part one defined what emotions and feelings are and explained how emotions impact sales and negotiations. Now it’s time to talk about a strategy to be aware of and manage emotions so they can have a seat…

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You, your client, and the role of emotions in the sales process

You, your client, and the role of emotions in the sales process

In February, I was invited by the director of the Sales Center at Indiana State University to speak on the importance and value of emotions in the sales and negotiations process. Below is part 1 of a 2 part series in which I address this topic. The first part addresses the opening story, defines what emotions and feelings are, and explains how emotions impact sales and negotiations. Enjoy! Laura Indigo Ink: You, Your Client, and the Role of Emotions in…

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Identifying and Mitigating Unconscious Bias

Identifying and Mitigating Unconscious Bias

This post addresses a conversation I had with Tim O’Malley, owner of Fios Consulting in Chicago, who focuses on facilitating conversations related to the impact of diversity, inclusion and engagement on organizations. Tim and I were chatting about our unconscious biases and how we as humans have unconscious biases that impact the way we go about our daily lives. Unconscious biases, also known as implicit social cognitions, are the attitudes or stereotypes that influence how we understand, act and decide…

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Indigo Ink: Diversity & Inclusion

Indigo Ink: Diversity & Inclusion

Welcome to Indigo Ink, a blog series about marketing, sales, entrepreneurship and exchanging ideas. I’m a professor and researcher at the Satish & Yasmin Gupta College of Business with an interest in professional selling and topics that emerge from the intersection between marketing and entrepreneurship. I’m passionate about helping my students learn and I have a very hands-on approach to teaching, which includes taking my students to competitions around the country! I’m also very passionate about other topics that are important…

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