• Emotional Intelligence for Sales Success

  • Connect with Customers and Get Results
  • By: Colleen Stanley
  • Narrated by: Janet Ivey, Charity Spencer
  • Length: 6 hrs and 53 mins
  • 4.5 out of 5 stars (21 ratings)

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Emotional Intelligence for Sales Success

By: Colleen Stanley
Narrated by: Janet Ivey,Charity Spencer
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Publisher's Summary

Emotional intelligence plays a vital role at every stage of the sales process. It's easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. Those are examples of the fight-or-flight response - something salespeople learn to avoid when they build 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 efforts, which 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. From business development to closing the deal, emotional intelligence will drive your performance - and your success.

©2012 Colleen Stanley (P)2020 AMACOM

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Self control

Great book about sales, I think the author explained well that sales is emotional control and if you can control all aspects of your emotions you can do great things. She recognized that fear, stress management and attitude are what most sales people deal with. She gave techniques that I’ve already implemented on multiple phone calls and have had better connections with prospects.
Kind of a difficult listen to at times but will listen to again!