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Emotional Intelligence for Sales Success

Emotional Intelligence for Sales Success

2013 . Business & Economics, Sales & Selling . Colleen Stanley

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Emotional Intelligence for Sales Success

About the book

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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. 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.

Year:

2013

Language:

English

Publisher:

American Management Association

Pages:

204

ISBN:

0814430295 (ISBN13: 9780814430293)

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