Emotional Intelligence for Sales Succ..., Colleen Stanley
Emotional Intelligence for Sales Succ..., Colleen Stanley
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Emotional Intelligence for Sales Success
Connect with Customers and Get Results

Author: Colleen Stanley

Narrator: Janet Ivey, Charity Spencer

Unabridged: 6 hr 53 min

Format: Digital Audiobook Download

Publisher: AMACOM

Published: 04/21/2020

Synopsis

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 effortswhich 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 Colleen Stanley

Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. She is also the author of Emotional Intelligence For Sales Success, now published in six languages. Salesforce named Colleen as one of the top sales influencers of the 21st century and she's also been named as one of the Top 30 Global Sales Gurus to follow. When she isn't speaking, teaching, or consulting, she enjoys hiking in the beautiful foothills of Denver, Colorado, with her husband Jim. 

Reviews

Goodreads review by Angela

An interesting read. A book about self awareness and introspection when dealing, encountering customers and situations. One must have the ability to recognise ones emotions and choose the correct reaction to them. I was interested in the fact that research showed sales reps as people wanting instant......more

Goodreads review by Jock

Love the book. It actually would be a good read for a wide range of people, not just sales people. It does discuss sales, but it focuses on the soft skills, the people skills of selling and not the hard skill, the sales tactics. I would recommend it for anyone looking to survive and thrive in a corp......more

Goodreads review by Allison

Empathetic sales, like marketing, is the answer to solving tough business challenges and growth. Colleen is a maverick and an intelligent leader. This book will be one I read over and over.......more

Goodreads review by Dave

Useful information at the back of the chapters, and certainly is an engaging subject, but this actual book didn't sit with me very well. I cannot point out exactly why, but it did not seem as poignant as I or helpful as I would like. perhaps it is because I am not completing the day to day actions o......more

Goodreads review by Isabel

I had to read this book for a class. It’s okay. I wouldn’t say it’s anything revolutionary, but it does give some good examples of questions to ask your prospect/buyer. Additionally, the author speaks about developing your emotional intelligence but doesn’t really explain how to do that. I know from......more

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