Importance of Emotional Intelligence in Sales with Dr. Grant Van Ulbrich

In this conversation, Dr. Grant Van Ulbrich discusses his unique perspective on sales transformation and personal change management. He shares insights from his doctorate in sales transformation, emphasizing the importance of understanding change in sales and the psychology behind it. Dr. Van Ulbrich explores the difference between forced change and positive change, and how to manage fear associated with change. He also highlights the impact of COVID-19 on the sales industry and the need for transformational sales strategies that focus on empathy and collaboration. The discussion concludes with a look at the future of change and the importance of continuous adaptation in a rapidly evolving world. Takeaways Dr. Grant Van Ulbrich holds the first doctorate in sales transformation. Sales transformation is essential for adapting to modern customer needs. Understanding the psychology of change is crucial for sales success. There is a difference between forced change and positive change. Managing fear of change can lead to better decision-making. Sales should focus on relationships and empathy, not just closing deals. COVID-19 forced many organizations to rethink their sales strategies. Transformational sales strategies involve co-creating solutions with customers. Change is a constant in life and business, and we must learn to adapt. The 'Scared So What' model helps individuals manage change effectively. Titles Transforming Sales: Insights from Dr. Grant Van Ulbrich Navigating Change in Sales: A Doctorate Perspective Sound bites "You don't have to be scared of the change." "It's a learnable skill set." "You can actually help people through change." Chapters 00:00 Introduction and Background 00:48 The Doctorate in Sales Transformation 03:27 The Importance of Change Management 06:29 Understanding Sales Psychology 09:14 Forced Change vs. Positive Change 12:01 The SCARRED Model for Managing Change 14:51 Transformational Sales Strategies 17:53 Navigating Change in the Cruise Industry 20:42 The Future of Change and AI 23:09 Conclusion and Resources 25:02 New Podcast outro with logo.mp4 Keywords sales transformation, change management, personal change, sales psychology, leadership, coaching, fear of change, sales strategies, COVID-19 impact, organizational change