Emotional Intelligence for Sales Success: Connect with Customers and Get Results
- 3h 19m
- Colleen Stanley
- AMACOM
- 2013
Even skilled sales people buckle in tough selling situations - getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. Those are examples the fight-or-flight response - something sales people learn to avoid when they build their emotional intelligence. Studies have shown that emotional intelligence (EI) is a strong indicator of success. In Emotional Intelligence for Sales Success, sales trainer and expert Colleen Stanley shows how closely EI is tied to sales performance and how sales people can sharpen their skills to maximize results. Readers will discover: how to increase impulse control for better questioning and listening; the EI skills related to likability and trust; how empathy leads to bigger sales conversations and more effective solutions; how emotional intelligence can improve prospecting efforts; the EI skills shared by top sales producers; and much more. Emotional intelligence plays a vital role at every stage of the sales process, from business development to closing the deal. When customers can get product information and price comparisons online, the true differentiator is the ability to deftly solve problems and build relationships - EI territory!
About the Author
Colleen Stanley is president of SalesLeadership, Inc., a leading sales consulting firm that specializes in emotional intelligence and consultative sales skills training. She is a monthly contributor to The Business Journals and the author of Growing Great Sales Teams.
In this Book
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Closing the Knowing-and-Doing Gap—When You Know Better, You Do Better
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The Art and Neuroscience of Sales—The New Way to Influence
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Prospecting—The Real Reason for Empty Sales Pipelines
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Likeability—All Things Being Equal, People Buy from People They Like
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Expectations—You Get What You Expect
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Questioning Skills—What’s Your Prospect’s Story?
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Reaching Decision Makers—How to Better Connect and Meet
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Checkbook—Get Paid What You Are Worth
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People Over Process—The Key Traits of Emotionally Intelligent Sales Cultures
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Take the Lead—Sales Leadership and Emotional Intelligence
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