It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. Read this book using Google Play Books app on your PC, android, iOS devices. 0000007806 00000 n Why relationship building is the secret to increasing your customer base. Author: Stanley, Colleen. 0000005987 00000 n Regardless of role, most sales professionals work well beyond 40 hours per week based on a HubSpot study . CiteSeerX - Document Details (Isaac Councill, Lee Giles, Pradeep Teregowda): Emotional intelligence (EI) is an area of research that has gained popularity, specifically in examining EI and its relationship to sales performance. I hope you enjoy it! As salespeople, Stanley discusses, EI plays an essential part in helping us better understand, meet, and connect with decision-makers. 0000021029 00000 n 0000018772 00000 n Emotional Intelligence Summary- Four Minute Books. 0000016010 00000 n That's why I'm unconvinced by an academic study that claimed emotional intelligence accounted for only one percent of sales success, while IQ alone made all the difference. There are steps, processes and suggestions for selling, to be sure. Emotional intelligence for sales success: Connect with customers and get results is written by Colleen Stanley, a professional sales trainer and founder of SalesLeadership. Bryant (in his quantitative research), has shown us Emotional Intelligence affects sales relationships and states more ongoing research needs to be conducted (Bryant, 2005). It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. She is also the author of Emotional Intelligence For Sales Success, now published in six languages. In fact, studies show it’s a much better predictor than IQ to determine an individual’s overall intelligence and success. In this 8-page text and 20-minute audio summary of Emotional Intelligence for Sales Success, you will learn: Emotional Intelligence for Project Managers. 3. trailer <<6F02ACC31C4C4EEAAC808D1BB326A941>]/Prev 469496/XRefStm 1721>> startxref 0 %%EOF 440 0 obj <>stream (Download a free chapter here.) Emotional Intelligence for Sales Success isn’t exactly a “how-to” book. 0000001316 00000 n The below reasons will explain how: EI makes sales … Therefore, it can be seen that emotional intelligence has become an indispensable factor for success in Business. Access a free summary of Emotional Intelligence for Success, by David DeSteno and 20,000 other business, leadership and nonfiction books on getAbstract. 0000015638 00000 n April 2010 ABOUT THE AUTHOR: Jean Greaves, Ph.D. Dr. Jean Greaves is the co-author of the best selling Emotional Intelligence 2.0, and co-founder and CEO of TalentSmart, the world’s leading provider of emotional intelligence books, Sales personality. Emotional Intelligence Summary provides a free book summary and review, key takeaways, top quotes, author biography and other key points of Daniel Goleman’s famous book. The connection between emotional intelligence and sales results. 0000094383 00000 n 0000067964 00000 n You will probably notice one small tweak that you can make or a skill you can practice on your next sales call. Emotional Intelligence (EI) is the power that can help sales professionals succeed in the realm of sales. Title: Emotional intelligence for sales success connect with customers and get results. Bryant (in his quantitative research), has shown us Emotional Intelligence affects sales relationships and states more ongoing research needs to be conducted (Bryant, 2005). In fact, studies show it’s a much better predictor than IQ to determine an individual’s overall intelligence and success. 0000014472 00000 n 0000004784 00000 n Page 2 SUCCESS.com SUCCESS book SUmmariES SUMMARY EmoioNaL iEiGENCE T op sales professionals recognize today’s changing business environment and are equipping themselves with emotional intelligence skills. 0000001721 00000 n prospecting, qualification, presenting, closing, etc. These researchers should consider questioning the assumptions, relevance, and soundness of their measures -- the findings fly in the face of what so many in sales know works. How to meet and form better connections with decision makers. Sales success depends to a great degree on emotional intelligence. About the Author-. 0000013297 00000 n 0000006609 00000 n Works Cited Cherry, K. , (2012). If you're like most sellers, you've never heard about emotional intelligence. 0000095329 00000 n 0000041899 00000 n Here are some of my favorites: Key Learnings: Emotion Management – Stop the trigger-response-regret loop. Three of the ‘Big 5 Personality Factors’ have been shown to correlate significantly with sales success. Sales is tough, but even that is an understatement. 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. The purpose of this thesis is to define this relationship within a qualitative framework by looking specifically at the areas of emotional intelligence and sales performance. 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. Discover how salespeople conduct sales conversation that create fight or flight responses in prospects and customers. 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 … 0000002540 00000 n 0000002052 00000 n That's why I interviewed Colleen Stanley, author of the hot new book: Emotional Intelligence for Sales Success. CiteSeerX - Document Details (Isaac Councill, Lee Giles, Pradeep Teregowda): Emotional intelligence (EI) is an area of research that has gained popularity, specifically in examining EI and its relationship to sales performance. Emotional Intelligence For Sales Success - The Four E's of Success. But this is a book that you’ll read for the insights. Sales success depends to a great degree on emotional intelligence. Perhaps it isn't the hard skills of selling, e.g. 0000016445 00000 n Edition: Unabridged. But every single day, it impacts your performance. 0000067894 00000 n Without emotional intelligence, salespeople will struggle to build rapport with prospects and stay motivated. Studies have shown that emotional intelligence (EI) is a strong indicator of success. 0000002654 00000 n Those are examples of the fight-or-flight response — something salespeople learn to avoid when they build their emotional intelligence. 0000007081 00000 n April 2010 ABOUT THE AUTHOR: Jean Greaves, Ph.D. Dr. Jean Greaves is the co-author of the best selling Emotional Intelligence 2.0, and co-founder and CEO of TalentSmart, the world’s leading provider of emotional intelligence books, The natural ability to read emotions helps the manager to indulge in a closer relationship and creates a … Many studies have been conducted with small samples, and frequently the samples are primarily university students, so a new study examined over 75,000 individuals (primarily managers and employees from over 15 workplace sectors) from 126 countries. The purpose of this thesis is to define this relationship within a qualitative framework by looking specifically at the areas of emotional intelligence and sales performance. Perhaps the answer isn't in more data, more CRMs, more activity. For Goleman, IQ contributes to only 20% of our success in life – the remaining 80% is the result of emotional intelligence, which includes factors such as self-motivating ability, persistence, impulse control, The regulation of humour, empathy, and hope. The answer can be found in the emotional intelligence … 0000014615 00000 n 0000001905 00000 n And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. "Emotional Intelligence for Sales Success offers an important solution to that conundrum! 0000016914 00000 n Emotional intelligence helps to predict success because it reflects how a person applies knowledge to the immediate situation. 0000013270 00000 n An emotionally intelligent manager will always see the need when someone needs and wants to talk and balance the positivity and team spirit, which boosts the sales team’s results. Emotional intelligence is grounded in everyday smarts: we simply want to stay, hang around, work, and do business with people who are likable, supportive, enthusiastic, and trustworthy. Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. 0000010178 00000 n 0000003648 00000 n Emotional Intelligence for Sales Success Connect With Customers and Get Results (eBook) : Stanley, Colleen : Emotional intelligence plays a vital role at every stage of the sales process. Understanding emotional intelligence training for sales involves the study of the human mind, which anyone will tell you is in the realm of the highest science. 0000008811 00000 n 0000017734 00000 n In “Emotional Intelligence 2.0”, Bradberry and Greaves explain what’s EQ, how you can determine your EQ levels and use a step-by-step program (with 66 proven strategies) to improve 4 core sets of EQ skills. How strong is this effect? 0000086388 00000 n That's why I interviewed Colleen Stanley, author of the hot new book: Emotional Intelligence for Sales Success. 0000010760 00000 n The key traits of emotionally intelligent sales cultures. 0000008055 00000 n 0000005327 00000 n Even skilled salespeople buckle in tough selling situations — getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. 0000094924 00000 n 0000025601 00000 n 0000012750 00000 n Possessing adequate emotional intelligence is critical But every single day, it impacts your performance. Emotional intelligence is generally defined as those non-technical skills that are essential to productive relationships and communication (Heckman & Kautz, 2012). For Goleman, IQ contributes to only 20% of our success in life – the remaining 80% is the result of emotional intelligence, which includes factors such as self-motivating ability, persistence, impulse control, The regulation of humour, empathy, and hope. %PDF-1.4 %���� In a way, to measure emotional intelligence is to 0000041819 00000 n Emotional intelligence for sales success connect with customers and get results. 0000086318 00000 n 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. 0000008480 00000 n This is a skill that cannot be ignored in today’s highly-competitive markets. Sales professionals are aware of and harness their emotions according to situations and can solve conflicts effectively. Salesmen with emotional intelligence will have better sales performances, and emotionally intelligent businesses will offer the right customer service to satisfy the customer. This book has referenced the latest scientific advances that are peer validated and accepted as relevant facts by the scientific community. 390 0 obj <> endobj xref 390 51 0000000016 00000 n It's easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. Our IQ is just 20% of our success. Leaders with motivation are eager to problem solve, win new business, help their employees succeed, and provide unmatched service to their customers. Emotional intelligence plays a vital role at every stage of the sales process. Numerous studies show that emotional intelligence scores predict performance on critical life success factors. h�b```f``�g`c`�� Ā B@16� 00�WNOf�. (Download a free chapter here.) 0000086468 00000 n Access a free summary of Emotional Intelligence, by Daniel Goleman and 20,000 other business, leadership and nonfiction books on getAbstract. Emotional Intelligence for Sales Success: Connect with Customers and Get Results - Ebook written by Colleen Stanley. 0000013429 00000 n ISBN: 9781470346881. Increasing your emotional intelligence is a sure … 0000094661 00000 n Title: Emotional Intelligence For Sales Success Conn, Author: MauricioMcfarland, Name: Emotional Intelligence For Sales Success Conn, Length: 3 pages, Page: 1, … 0000044609 00000 n 0000021437 00000 n Studies have shown that emotional intelligence (EI) is a strong indicator of success. Sales professionals are aware of and harness their emotions according … 0000011303 00000 n 0000005585 00000 n Intelligence 2.0 that will help your sales professionals improve results at each stage of the sales process. Emotional intelligence (EQ) is an important factor of success. Avoid defaulting to fight or flight responses in difficult sales conversations. I hope you enjoy it! Publication Information: Emotionally intelligent leaders find a way to connect that inner flame to their work, resulting in a daily life that is thrilling and exhilarating. Selling with emotional intelligence is a proven way of increasing sales; 8 to 12% annually. When all else fails, however, there’s nothing like a handy list of sales interview questions to help identify both functional competency and the highly critical emotional intelligence needed for long-term success. 0000011761 00000 n 0000094951 00000 n Those are examples of the fight-or-flight response--something salespeople learn to avoid whe… Success in the knowledge economy comes to those who know themselves—their strengths, their values, and how they best perform. 0000021700 00000 n Page 2 SUCCESS.com SUCCESS book SUmmariES SUMMARY EmoioNaL iEiGENCE T op sales professionals recognize today’s changing business environment and are equipping themselves with emotional intelligence skills. 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 … emotional intelligence, often also referred to as soft skills. Naturally, people with a high degree of emotional intelligence make more money—an average of $29,000 more per year than people with a low degree of emotional intelligence. Those are examples of the fight-or-flight response--something salespeople learn to avoid when they build their emotional intelligence. IQ and emotional intelligence (EQ) are not opposing skills – but they work separately. 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 … If you're like most sellers, you've never heard about emotional intelligence. This Emotional Intelligence summary explains in simple terms what EQ is, why it's behind happiness & success, and how to get more of it. Intelligence 2.0 that will help your sales professionals improve results at each stage of the sales process. Emotional intelligence plays a vital role at every stage of the sales process. Download for offline reading, highlight, bookmark or take notes while you read Emotional Intelligence for Sales Success: Connect with Customers and Get Results. Of and harness their emotions according to situations and can solve emotional intelligence for sales success summary effectively helping us understand. 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