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:
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
"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)
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.
smooth delivery and flow of the material.
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.
A book that is work it getting and keeping!!
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.
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