Description
Even skilled salespeople buckle in tough selling situations--getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. These fight-or-flight responses are something salespeople learn to avoid when building 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.
Emotional intelligence plays a vital role at every stage of the sales process. From business development to closing the deal, emotional intelligence will drive your performance--and your success.
Author: Colleen Stanley
Publisher: Amacom
Published: 11/01/2012
Pages: 224
Binding Type: Paperback
Weight: 0.55lbs
Size: 8.90h x 5.90w x 0.70d
ISBN13: 9780814430293
ISBN10: 0814430295
BISAC Categories:
- Business & Economics | Sales & Selling | Management
- Business & Economics | Customer Relations
- Business & Economics | Personal Success
About the Author
COLLEEN STANLEY is president of SalesLeadership, a leading sales consulting firm that specializes in emotional intelligence and consultative sales skills training.
This title is not returnable