Even skilled salespeople 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 salespeople 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 salespeople can sharpen their skills to maximize results. Listeners 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!
"The world of relationship selling has not died. It has taken an evolutionary leap forward. If you want to be powerful in this new world of selling, you need the insights Colleen Stanley teaches in Emotional Intelligence for Sales Success. Any salesperson, regardless of market or years of experience, will take away priceless nuggets on improving his or her connection and effectiveness with buyers." (Tom Searcy, author of Whale Hunting: How to Land Big Sales and Transform Your Company)
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One of the Best Sales Books I have read
- Bob Watson
Every Sales Person should read this
Audible should provide an e copy too, it would make creating notes easier
Stephen Covey's 7 habits had similar idea's