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 of 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.
What They Are Saying:
"Smart, fun, effective – restores dignity and gets results
Colleen Stanley's Emotional Intelligence for Sales Success is my go-to resource for sales conversations. In many ways, Colleen was the first one to help me realize I didn't hate sales. I've always told people I hate selling, but I love building mutually beneficial relationships. That's the fundamental premise in this book: that sales is a relationship between two human beings. All of the same emotional intelligence rules that apply to friendships, dating, and other human relationships apply to the sales process. Colleen restores desperately needed dignity to sales, sales-people, and their managers by placing sales firmly in the realm of healthy human relationships.
Don't be fooled - emotional intelligent sales success is NOT about neglecting goals for touchy-feely process. The methodology Colleen lays out is very results-oriented, but in a healthy way that honors the humanity and dignity of both parties. In fact, I can't imagine any sales scenario in which your sales would not increase when you incorporate emotional intelligence in your process. I highly recommend this book for any business person and especially those for whom sales is their way of life.
"Very useful guide to apply EI to the sales process
This book does a wonderful job of weaving the Emotional Intelligence principles into the sales process. It's written in a style that the concepts are easy to apply to the real world of sales. I specifically enjoy the underlying theme of being a lifelong learner and developing your EI. Break out your highlighter and take some good notes because this is a book that should be revisited often."
"If you really want to grow you need EI selling!
I just finished reading Colleen Stanley's book and it was amazing. But, the proof was in the implementation. After putting into action her practices, tools and ideas I sped up my new business cycle, qualified leads faster and closed bigger deals. Her link between the soft and hard skills of selling changed how I viewed sales and my business. It helped me understand how to manage and control the situations that used to get me into trouble - offering discounts way too early, giving in the challenging prospects and not reading the "close." So, without hesitation, I suggest this book to all sales teams/CEOs and small business owners like myself who are looking to get a grip on their sales process. Let's face it, our potential customers know we are going to "ask the right questions", "ask for the sale at the end", etc. What helps them and us is the ability to recognize, manage and deal with the emotional side of sales - something I was totally missing until now. Thanks for a great resource!"
"In her book, Emotional Intelligence For Sales Success, Colleen manages to effectively close the knowing and doing gap by providing real examples faced every day by sales professionals. She blends expert knowledge with neuroscience and emotional intelligence to create the complete package for anyone looking to grow sales results. She has produced a work that will make a real difference in the life of today’s sales professional."
"A “Must Read” for Sales Leaders and Professionals
Whether a sales professional or sales leader, this is a "must read!" The author reminds the reader that companies, organizations, and corporations often have outstanding hard sales skills training yet something is missing. That "something" is an emphasis on emotional intelligence (EI/EQ). I work closely with sales leaders and sales professionals and can honestly say this is the best book I have ever read that not only relates the importance of EI to sales success but provides helpful tips and ideas relating to building EI competencies. I have now read and re-read the book several times and each time I find helpful information that I will be sharing with individuals and groups with whom I work."
"Emotional Intelligence for Sales Success is a dramatic departure from the vast majority of sales books. The critical importance that Emotional Intelligence plays in the sales process is not well understood and seldom taught. Colleen Stanley offers a clear step-by-step guide with real world examples that will help all salespeople understand and apply these difference making concepts. This is an essential read for all salespeople and sales leaders."
"At PARC, we have proven that we are experts at innovation and developing leading edge technologies. However, when it comes time to translate that into an economic outcome, we realized that we needed to improve our key sales skills to move our customers from thinking to buying. Emotional Intelligence armed us with the necessary tools to bridge this gap. It became apparent that developing relationships and appealing to people's emotions were critical activities that enabled us to decrease our sales cycle and close deals more quickly. "