Course Outline:

Module 1: Foundations of Trust & Emotional Intelligence in Sales

• Core elements of EI in sales (self-awareness, empathy, regulation, influence)

• The science of trust in customer decision-making

• Trust-building through authenticity and credibility
  Case Study: How emotional intelligence transformed a failing sales pipeline

Module 2: Self-Awareness & Self-Regulation for Sales Professionals

• Recognizing emotional triggers in negotiations and customer interactions

• Managing pressure and staying composed in high-stakes sales situations

• Digital tools (journaling apps, AI-driven feedback) for self-assessment
  Exercise: Self-awareness mapping for personal sales style

Module 3: Building Empathy & Customer-Centric Engagement

• Using CRM and LinkedIn Sales Navigator insights to personalize interactions

• Demonstrating active listening and emotional connection

• Storytelling with empathy to influence buying decisions
  Simulation: Conducting an empathy-driven discovery call

Module 4: Applying EI to Objection Handling & Negotiation

• Using EI strategies to resolve conflicts with customers

• Managing difficult conversations without losing trust

• Leveraging AI tools to prepare for negotiation scenarios
  Case Study: EI-based objection handling in enterprise sales

Module 5: Capstone – Designing a Trust & EI-Driven Sales Framework

• Embedding EI into day-to-day sales processes

• Building a trust-first sales culture within teams

• Designing a customer trust-building action plan
  Capstone Project: Create a personalized framework for trust & EI-driven selling