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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

Critic Reviews

"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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What members say

Average Customer Ratings

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  • 4.3 out of 5.0
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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

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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

3 of 3 people found this review helpful

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  • Andy
  • PAYSON, UT, United States
  • 03-05-13

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

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  • Steven
  • Eugene, oregon
  • 04-06-13

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

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good for beginners

overall has a good foundation however it does not hold the readers attention and much of the information you could most likely find elsewhere.

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Not what I expected

Made it to chapter 7. Felt the book was a general summary of other really great titles, ie Psycho-cybernetics, Mastery, Pitch Anything. I didn't consider those books to be EQ directed but after listening to this I guess so since the content and examples are similar but lack the depth.

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good info. narrator put me to sleep

I had times of quite a bit of skipping. the book info was very good. narrator was very dull.

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Great for beginners or realignment

Basic overview of EI in sales and would be a good addition to a sales library and worth of subsequent review.

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Awesome Information

I thought I was buying another book tying EQ to sales, which this book does do, but in addition it gives you example after example of not only how to sell using EQ, but how to lead using EQ, and how to get extraordinary results, using this understanding of EQ.

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  • Thi C
  • Texas, USA
  • 08-25-16

A sales must read!!

If your having trouble always discounting deals and you tend to break. This is the book to read as it gives great insight on how to overcome these things and not break. I enjoyed this book tremendously!!

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  • Overall
  • Amazon Customer
  • 03-02-13

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

1 of 1 people found this review helpful

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  • Boomy Tokan
  • 05-11-17

One of the best

One of the best books I have read this year. Works for every professional areana

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  • HurryHome
  • 07-07-16

Far too staid

Some good stuff in there but the book just could not hold my a attention. Not finished.

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  • Mr D Belchamber
  • 05-16-16

One of the best for smart sales

One of the best books I've read/listened to for sales improvement. Not only does the author talk in real language she also gives fantastic examples of scenarios we've all found ourselves in - in a sales situation and everyday life.
The book has some ideas for sales management too. Other reviews mentioned this was off track but I think if you're looking at the overall experience within a sales team it's great to understand different roles.
A lot of this book confirmed what we all know works and gives so much more!

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  • Caroline Butlin
  • 11-18-15

This book is excellent!

This is worth every penny and it is so well written and so much to help with both the psychology of sales and the general why one should behave, but perhaps don't always think to do so.. Lots of valuable advice too!