Emotional Intelligence for Sales Success: Connect with Customers and Get Results

Emotional Intelligence for Sales Success: Connect with Customers and Get Results

By Colleen Stanley

Even seasoned salespeople buckle in high-pressure situations. Learn how to increase your emotional intelligence to improve your performance, maximize results, and close more deals.


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Book Information

Publisher: Amacom
Publish Date: 11/01/2012
Pages: 224
ISBN-13: 9780814430293
ISBN-10: 0814430295
Language: English

Full Description

Even skilled salespeople buckle in tough selling situations--getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. These fight-or-flight responses are something salespeople learn to avoid when building their emotional intelligence.

Sales trainer and expert Colleen Stanley cites studies that show how emotional intelligence (EI) is a strong indicator of sales success--and offers tips on how you can sharpen your skills and expand your emotional toolkit. Increasing your emotional intelligence is a sure way to overcome tough selling encounters.

In Emotional Intelligence for Sales Success, you'll learn:

  • how to increase impulse control for better questioning and listening,
  • which EI skills are related to likability and trust,
  • how empathy leads to bigger sales conversations and more effective solutions,
  • how emotional intelligence can improve prospecting efforts
  • which EI skills are most common among top sales producers, and much more.

Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships.

Emotional intelligence plays a vital role at every stage of the sales process. From business development to closing the deal, emotional intelligence will drive your performance--and your success.

About the Author

Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training.

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