Emotional Intelligence for Sales Success

by Stanley, Colleen; Konrath, Jill

• ISBN13: 9780814430293
• ISBN10: 0814430295
• Format: Paperback
• Copyright: 2012-11-01
• Publisher: Amacom Books

Summary

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. 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!

Table of Contents

Foreward	p. xi
Introduction	p. xiii
The What, Why, and How of Emotional Intelligence and Sales Results
Closing the Knowing-and-Doing Gap: When You Know Better, You Do Better	p. 3
Understanding Emotional Intelligence	p. 4
Emotional Intelligence and Sales Results	p. 7
The Business Case for "Return on Emotions"	p. 10
Action Steps for Improving Your Emotional Intelligence	p. 14
The Art and Neuroscience of Sales: The New Way to Influence	p. 21
Selling to the Old Brain	p. 22
The Emotionally Intelligent Response	p. 27
Walk a Mile in Your Prospect's Shoes	p. 30
Putting It All Together	p. 34
Action Steps for Improving Your Ability to Influence	p. 35
Emotional Intelligence and the Sales Process
Prospecting: The Real Reason for Empty Sales Pipelines	p. 43
Are You a Sales Marshmallow Grabber?	p. 44
Drive-By Relationships	p. 51
Sales Reality Check	p. 54
Are You Stressed Out?	p. 56
The Neuroscience of Prospecting	p. 58
Action Steps for Improving Your Prospecting Results	p. 60
Likeability: All Things Being Equal, People Buy from People They Like	p. 67
Would You Buy from You?	p. 69
It's All About Them: The Prospect and Customer	p. 72
Know, Relate, and Build Likeability	p. 77
Are You Showing Up or Living It Up?	p. 80
Are You a Joy Giver?	p. 82
Action Steps for Improving Your Likeability	p. 84
Expectations: You Get What You Expect	p. 87
Partnership or Vendor-ship?	p. 89
What's Your Mindset?	p. 90
Set and Manage Expectations to Create Raving Fans	p. 98
Action Steps for Improving the Way You Manage Expectations	p. 100
Questioning Skills: What's Your Prospect's Story?	p. 105
Listen Before You Leap	p. 107
Use the "3Ws" Formula	p. 108
Make Your Prospect's Brain Hurt	p. 111
Get to the Real Pain	p. 112
Determine the Commitment to Change	p. 114
Agree and Align	p. 116
Action Steps for Improving Your Questioning Skills	p. 119
Reaching Decision Makers: How to Better Connect and Meet	p. 122
How People Make Decisions	p. 124
Are You Meeting with Mr. No?	p. 134
Are You Asking the Right Question?	p. 136
Action Steps for Improving Your Ability to Reach Decision Makers	p. 138
Checkbook: Get Paid What You Are Worth	p. 142
What Is Your "Money Talk"?	p. 145
Learn to Deal with Good Negotiators	p. 148
Are You Willing to Walk?	p. 151
Examine Your Sales Pipeline	p. 154
Conviction and Confidence	p. 154
Action Steps for Improving Your Ability to Get Paid What You Are Worth	p. 156
People Over Process: The Key Traits of Emotionally Intelligent Sales Cultures	p. 160
Are You Learning or Lagging?	p. 163
There Is No "Fin Team	p. 168
It's Better to Give	p. 174
Action Steps for Building Emotionally Intelligent Sales Cultures	p. 176
Take the Lead: Sales Leadership and Emotional Intelligence	p. 179
How Do You Show Up?	p. 180
Do Your Words and Actions Align?	p. 182
Teaching Rather Than Closing	p. 183
Tough Love, Sales Leadership Style	p. 186
The Most Overlooked Motivator of Them All	p. 191
Best Practices for Sales Leadership	p. 192
Action Steps for Improving Your Emotional Intelligence in Sales Leadership	p. 194
Index	p. 199
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