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Emotional intelligence for sales success : connect with customers and get results

Author: Colleen Stanley
Publisher: New York : American Management Association, [2013] ©2013.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
Why do salespeople frequently fail to execute-even when they know what they should do?
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Stanley, Colleen.
Emotional intelligence for sales success.
New York : American Management Association, [2013] ©2013
(DLC) 2012016589
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Colleen Stanley
ISBN: 0814430309 9780814430309
OCLC Number: 827476769
Awards: Commended for IndieFab awards (Business/Economics) 2012
Commended for Axiom Business Book Awards (Sales) 2013
Description: 1 online resource
Contents: Forward / Jill Konrath Introduction Part I. The What, Why, and How of Emotional Intelligence and Sales Results --
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 --
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. 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 Cha--
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 --
Set and Manage Expectations to Create Raving Fans --
Action Steps for Improving the Way You Manage Expectations --
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 --
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 --
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 --
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 --
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.
Responsibility: Colleen Stanley.

Abstract:

Even seasoned salespeople buckle in tough selling situations. Increasing your emotional intelligence (EI) is a sure way to thrive in high-pressure encounters. In Emotional Intelligence for Sales  Read more...

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