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Informationen zum Autor Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. She is also the author of Emotional Intelligence For Sales Success, now published in six languages. Salesforce named Colleen as one of the top sales influencers of the 21st century and she's also been named as one of the Top 30 Global Sales Gurus to follow. When she isn't speaking, teaching, or consulting, she enjoys hiking in the beautiful foothills of Denver, Colorado, with her husband Jim. Klappentext Even seasoned salespeople buckle in high-pressure situations. Learn how to increase your emotional intelligence to improve your performance, maximize results, and close more deals. Zusammenfassung 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. Inhaltsverzeichnis Contents Forward by Jill Konrath Introduction Part I The What! Why! and How of Emotional Intelligence and Sales Results Chapter 1 Closing the Knowing-and-Doing Gap: When You Know Better! You Do Better Understanding Emotional Intelligence Emotional Intelligence and Sales Results The Business Case for "Return on Emotions” Action Steps for Improving Your Emotional Intelligence Chapter 2 The Art and Neuroscience of Sales: The New Way to Influence Selling to the Old Brain The Emotionally Intelligent Response Walk a Mile in Your Prospect's Shoes Putting It All Together Action Steps for Improving Your Ability to Influence Part II Emotional Intelligence and the Sales Process Chapter 3 Prospecting: The Real Reason for Empty Sales Pipelines Are You a Sales Marshmallow Grabber? Drive-By Relationships Sales Reality Check Are You Stressed Out? The Neuroscience of Prospecting Action Steps for Improving Your Prospecting Results Chapter 4 Likeability: All Things Being Equal! People Buy from People They Like Would You Buy from You? It's All About Them: The Prospect and Customer Know! Relate! and Build Likeability Are You Showing Up or Living It Up? Are You a Joy Giver? Action Steps for Improving Your Likeability Chapter 5 Expectations: You Get What You Expect Partnership or Vendor-ship?
