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.
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