Emotional Intelligence for Sales Success: Connect with Customers and Get Results - Brossura

Stanley, Colleen

Brossura

ISBN 10: 0814430295 ISBN 13: 9780814430293

Casa editrice: AMACOM, 2018

Riassunto

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 of 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. Readers 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!

Su questo libro

L'autore:

COLLEEN STANLEY is president of SalesLeadership, a leading sales consulting firm that specializes in emotional intelligence and consultative sales skills training.

Contenuti:

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?

What’s Your Mindset?

Set and Manage Expectations to Create Raving Fans

Action Steps for Improving the Way You Manage Expectations

Chapter 6 Questioning Skills: What’s Your Prospect’s Story?

Listen Before You Leap

Use the “3Ws” Formula

Make Your Prospect’s Brain Hurt

Get to the Real Pain

Determine the Commitment to Change

Agree and Align

Action Steps for Improving Your Questioning Skills

Chapter 7 Reaching Decision Makers: How to Better Connect and Meet

How People Make Decisions

Are You Meeting with Mr. No?

Are You Asking the Right Question?

Action Steps for Improving Your Ability to Reach Decision Makers

Chapter 8 Checkbook: Get Paid What You Are Worth

What Is Your “Money Talk”?

Learn to Deal with Good Negotiators

Are You Willing to Walk?

Examine Your Sales Pipeline

Conviction and Confidence

Action Steps for Improving Your Ability to Get Paid What You Are Worth

Chapter 9 People Over Process: The Key Traits of Emotionally Intelligent Sales Cultures

Are You Learning or Lagging?

There Is No “I” in Team

It’s Better to Give

Action Steps for Building Emotionally Intelligent

Sales Cultures

Chapter 10 Take the Lead: Sales Leadership and Emotional Intelligence

How Do You Show Up?

Do Your Words and Actions Align?

Teaching Rather Than Closing

Tough Love, Sales Leadership Style

The Most Overlooked Motivator of Them All

Best Practices for Sales Leadership

Action Steps for Improving Your Emotional Intelligence in Sales Leadership

Index

Su questa edizione

• Editore: AMACOM
• Data di pubblicazione: 2018
• ISBN 10: 0814430295
• ISBN 13: 9780814430293
• Rilegatura: Copertina flessibile
• Numero di pagine: 204