Emotional Intelligence for Sales Success: Connect with Customers and Get Results (Paperback) (ISBN-13: 9780814430293)

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.