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Emotional Intelligence for Sales Success: Connect with Customers and Get Results | [Colleen Stanley]

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

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.
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Publisher's Summary

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!

©2012 Colleen Stanley (P)2012 Gildan Media LLC

What the Critics Say

"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)

What Members Say

Average Customer Rating

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Performance
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  •  
    Bob Watson Sapulpa, OK 01-05-14
    Bob Watson Sapulpa, OK 01-05-14 Member Since 2012
    HELPFUL VOTES
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    "One of the Best Sales Books I have read"

    This is One of the top 3 sales books I have ever heard, and I have read a lot. It is not your typical Rah Rah sales book (thank God)! She really explains a lot of techniques and the psych0logy behind them. A must listen for anyone in management or sales.

    3 of 3 people found this review helpful
  •  
    Andy PAYSON, UT, United States 03-05-13
    Andy PAYSON, UT, United States 03-05-13
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    "This book is awesome and want more!!"
    What did you love best about Emotional Intelligence for Sales Success?

    The topic of the book, really brings to light the soft skills that will ultimately increase sales in a career the deals with people. People are emotional buyers, Emotional Intelligence is good material.


    What about Lyn Landon’s performance did you like?

    smooth delivery and flow of the material.


    Was there a moment in the book that particularly moved you?

    the material really gets me to focus on things other than just making the sale, things that will improve my technique that have booted my sales because I'm focused on relating to customers and listening to what they are needing.


    Any additional comments?

    A book that is work it getting and keeping!!

    3 of 3 people found this review helpful
  •  
    @paulmmcaffrey Manchester 12-14-13
    @paulmmcaffrey Manchester 12-14-13 Member Since 2012

    Looking to improve my life one audio book at a time @paulmmcaffrey

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    "Every Sales Person should read this"
    Would you consider the audio edition of Emotional Intelligence for Sales Success to be better than the print version?

    Audible should provide an e copy too, it would make creating notes easier


    What other book might you compare Emotional Intelligence for Sales Success to and why?

    Stephen Covey's 7 habits had similar idea's


    1 of 1 people found this review helpful
  •  
    Danilo Josue Cardona Miami, FL USA 12-08-13
    Danilo Josue Cardona Miami, FL USA 12-08-13 Member Since 2009

    Cubanito Real Estate

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    "Terrible audio. Choppy and full jerkish startstops"
    What did you like best about Emotional Intelligence for Sales Success? What did you like least?

    Don't know. Could not listen to it.


    How could the performance have been better?

    I certainly think so.


    Did Emotional Intelligence for Sales Success inspire you to do anything?

    Ask for a full refund.


    Any additional comments?

    Need I say more?

    1 of 1 people found this review helpful
  •  
    Steven Richmond, va, United States 04-06-13
    Steven Richmond, va, United States 04-06-13 Member Since 2013
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    "Great information but down and out narration"
    Is there anything you would change about this book?

    I really enjoyed this book. I've been in sales since 1984 and always relied on my interpersonal skills to achieve success. Colleen offers helpful insight, but I felt a little bored with how it was delivered. Otherwise, I highly recommend.


    Did the narration match the pace of the story?

    yes


    1 of 1 people found this review helpful
  • Showing: 1-5 of 5 results
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  • sam
    Orpington, United Kingdom
    3/2/13
    Overall
    "Great Book"

    This is a value for money book, I love the structure and examples given here, what this book does for me, is identify areas in my own personal style that I would not have noticed without a review, so as a director its lonely sometimes.



    This book shines light on some areas i needed to identify and firm up for further progress in sales.



    Its a definite read if you are willing to change for success

    0 of 0 people found this review helpful
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