Emotional intelligence plays a vital role at every stage of the sales process. It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. Those are examples of the fight-or-flight response--something salespeople learn to avoid when they build 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. From business development to closing the deal, emotional intelligence will drive your performance--and your success.

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

Business & Money

Stanley, Colleen

Marketing & Sales

AMACOM

Develop the critical soft skills required for high-performance sales... Chronic complainers, no accountability finger-pointers, or learning-resistant laggards--these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales. Emotional Intelligence for Sales Leadership: <ul> <li>Shows sales leaders why 'real world' empathy and emotion management are the key to building strong relationships with their sales team. &nbsp;</li> <li>Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills.</li> <li>Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams.</li> <li>Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors.</li> </ul>

Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams

HarperCollins Leadership

HarperCollins Leadership on Brilliance Audio

Develop the critical soft skills required for high-performance sales... Chronic complainers, no accountability finger-pointers, or learning-resistant laggards--these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales. Emotional Intelligence for Sales Leadership: <ul> <li>Shows sales leaders why 'real world' empathy and emotion management are the key to building strong relationships with their sales team.</li> <li>Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills.</li> <li>Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams.</li> <li>Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors.</li> </ul>

Be The Mentor Who Mattered: Make A Difference. Be The Difference.

Thieman, LeAnn

Business Culture

Wisdom Editions

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Books by Stanley, Colleen