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Emotional Intelligence for Sales Success: Connect with Customers and Get Results
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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!
Product details
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Audible Audiobook
Listening Length: 5 hours and 30 minutes
Program Type: Audiobook
Version: Unabridged
Publisher: Gildan Media, LLC
Audible.com Release Date: December 4, 2012
Whispersync for Voice: Ready
Language: English, English
ASIN: B00AI1980E
Amazon Best Sellers Rank:
I hate sales books. My company makes us read one a year. I hate most self-help books, though I do like the concept of constantly learning. Most books are the same jargon repackaged with new acronyms and catch phrases. And there's alway SO MUCH SPORTS TALK! Ugh! I'm in sales, not football! I stumbled upon Colleen Stanley when looking for some motivation after a terrible month. I was so impressed by her website I decided, for the first time ever, to buy a sales book on my own, without prompting. Wow. I saw Zig Ziglar speak, attended Pepperdine University's negotiation training, and even took the Harvard Manage Mentor Management training. THIS IS THE BEST SALES TRAINING I'VE EVER RECEIVED. Colleen is smart, thoughtful and logical. It's not too salesy or preachy or sporty. It's just great advice, insight and a reality check. I love this book. I bought the kindle and the audiobook. I listen to it on the way to work and I'm better at my job. I'm going to ask my company to assign this one next year, because I want my whole team and segment to benefit from her training. Thank you for creating a great book, Colleen.
Colleen Stanley's Emotional Intelligence for Sales Success is my go-to resource for sales conversations. In many ways, Colleen was the first one to help me realize I didn't hate sales. I've always told people I hate selling, but I love building mutually beneficial relationships. That's the fundamental premise in this book: that sales is a relationship between two human beings. All of the same emotional intelligence rules that apply to friendships, dating, and other human relationships apply to the sales process. Colleen restores desperately needed dignity to sales, sales-people, and their managers by placing sales firmly in the realm of healthy human relationships.Don't be fooled - emotional intelligent sales success is NOT about neglecting goals for touchy-feely process. The methodology Colleen lays out is very results-oriented, but in a healthy way that honors the humanity and dignity of both parties. In fact, I can't imagine any sales scenario in which your sales would not increase when you incorporate emotional intelligence in your process. I highly recommend this book for any business person and especially those for whom sales is their way of life.Happy Reading,David Dye, author of The Seven Things Your Team Needs to Hear You Say
With all the resources to learn sales the question is "why aren't people getting better?" As a Sales Manager I've tried everything - from micromanaging, to teaching to closing sales for others. Most sales people not only have the skills to sell but they have the knowledge to sell. So why aren't they selling? That is what keeps all of us who make a living selling up at night, both for our teams and for ourselves.Ms. Stanley says, "I've seen too many salespeople work too hard for the lackluster results they achieve, never attaining the income and satisfaction they desire and deserve. Why? Because they misdiagnose their sales challenges and, as a result, prescribe the wrong solutions. They focus only on improving their "hard" sales skills when, in fact, something far different than just poor selling techniques are getting in their way.""Emotional Intelligence for Sales Success offers an important solution to that conundrum! Perhaps it isn't the hard skills of selling, e.g. prospecting, qualification, presenting, closing, etc. Perhaps the answer isn't in more data, more CRMs, more activity. The answer can be found in the emotional intelligence we have.This book isn't the first book on Emotional Intelligence and won't be the last I'm sure. However it is one of the best. Learning how to control our impulses, to respond and navigate the challenges of selling, and to stay the course makes the skills and knowledge we have much more effective.For example, we all know that we need to prospect, that our having a full pipeline is a critical success factor impacting our final sales number. Why then do so few of us prospect on a regular basis? Generally it is because we don't like it, it isn't fun, and we don't have enough EQ to push through those emotional barriers.For every major selling activity Ms. Stanley lists the emotional components, teaches on how to maximize their impact, includes several case studies and then has an action plan for developing the emotional reliance to be successful - from prospecting to negotiating.There are a million books on selling. There are all kinds of selling systems. Knowing is not the same as doing. It is time to become effective. "Emotional Intelligence for Sales Success" will show you how. Read and apply this book, one of the most important and vital books newly available, and you'll make more money, have greater success and enjoy the process much more. A great and important book for all salespeople, sales managers and business leaders. A must read in my opinion.Good Selling...Russ
It has very good information and it's very helpful. The only reason I have it 4 stars instead of 5 is because the lady reading it was somewhat monotone. The examples she used were okay too.
As a seasoned sales manager, I found that Colleen's book was both practical and actionable. The hardest part of managing sales people is the emotional intelligence - getting them to look in the mirror and be real, confident and goals-oriented. All of my sales people are reading this book as a guideline to emotional intelligence. Then we are using it together to trouble shoot problems and hopefully to gain more insight into how people work and make decisions. I recommend this for every sales manager...the practical techniques will help you sleep better at night.
Excellent from start to finish! A must read for any sales leader and anyone needing an EQ map. I'm excited to pass this book along to my team!
Great book! I felt as if Colleen was with me on sales calls. She nailed where I have issues and gave me great ideas on how to correct them. I highly recommend this book!
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