0000010760 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. 0000001721 00000 n 0000012750 00000 n Selling with emotional intelligence is a proven way of increasing sales; 8 to 12% annually. Title: Emotional intelligence for sales success connect with customers and get results. 0000067964 00000 n In fact, studies show it’s a much better predictor than IQ to determine an individual’s overall intelligence and success. Three of the ‘Big 5 Personality Factors’ have been shown to correlate significantly with sales success. I hope you enjoy it! 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. Perhaps it isn't the hard skills of selling, e.g. 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. That's why I interviewed Colleen Stanley, author of the hot new book: Emotional Intelligence for Sales Success. 0000014615 00000 n ISBN: 9781470346881. 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. Emotional intelligence is generally defined as those non-technical skills that are essential to productive relationships and communication (Heckman & Kautz, 2012). 0000013429 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. 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. 0000005585 00000 n Those are examples of the fight-or-flight response--something salespeople learn to avoid whe… It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. Even skilled salespeople buckle in tough selling situations — getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. How to meet and form better connections with decision makers. 0000025601 00000 n How strong is this effect? Works Cited Cherry, K. , (2012). 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. Those are examples of the fight-or-flight response--something salespeople learn to avoid when they build their emotional intelligence. Salesmen with emotional intelligence will have better sales performances, and emotionally intelligent businesses will offer the right customer service to satisfy the customer. 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. 0000004784 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. 0000067894 00000 n That's why I interviewed Colleen Stanley, author of the hot new book: Emotional Intelligence for Sales Success. I hope you enjoy it! 0000018772 00000 n 0000007081 00000 n emotional intelligence, often also referred to as soft skills. 0000095329 00000 n 0000094951 00000 n 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. 0000003648 00000 n 0000002540 00000 n Why relationship building is the secret to increasing your customer base. Therefore, it can be seen that emotional intelligence has become an indispensable factor for success in Business. Publication Information: Emotional Intelligence (EI) is the power that can help sales professionals succeed in the realm of sales. The connection between emotional intelligence and sales results. 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. As salespeople, Stanley discusses, EI plays an essential part in helping us better understand, meet, and connect with decision-makers. 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. 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. Bryant (in his quantitative research), has shown us Emotional Intelligence affects sales relationships and states more ongoing research needs to be conducted (Bryant, 2005). But every single day, it impacts your performance. 3. 0000094924 00000 n But every single day, it impacts your performance. 0000010178 00000 n 0000017734 00000 n Without emotional intelligence, salespeople will struggle to build rapport with prospects and stay motivated. Increasing your emotional intelligence is a sure … 0000021700 00000 n Studies have shown that emotional intelligence (EI) is a strong indicator of 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. 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. Title: Emotional Intelligence For Sales Success Conn, Author: MauricioMcfarland, Name: Emotional Intelligence For Sales Success Conn, Length: 3 pages, Page: 1, … 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. Intelligence 2.0 that will help your sales professionals improve results at each stage of the sales process. "Emotional Intelligence for Sales Success offers an important solution to that conundrum! 0000016914 00000 n Sales success depends to a great degree on emotional intelligence. Avoid defaulting to fight or flight responses in difficult sales conversations. Emotionally intelligent leaders find a way to connect that inner flame to their work, resulting in a daily life that is thrilling and exhilarating. There are steps, processes and suggestions for selling, to be sure. Our IQ is just 20% of our success. 0000016010 00000 n 0000002654 00000 n 0000041819 00000 n If you're like most sellers, you've never heard about emotional intelligence. Success in the knowledge economy comes to those who know themselves—their strengths, their values, and how they best perform. This book has referenced the latest scientific advances that are peer validated and accepted as relevant facts by the scientific community. 0000021029 00000 n h�b```f``�g`c`�� Ā B@16� 00�WNOf�. Access a free summary of Emotional Intelligence, by Daniel Goleman and 20,000 other business, leadership and nonfiction books on getAbstract. Perhaps the answer isn't in more data, more CRMs, more activity. Those are examples of the fight-or-flight response — something salespeople learn to avoid when they build their emotional intelligence. 0000015638 00000 n 0000014472 00000 n Download for offline reading, highlight, bookmark or take notes while you read Emotional Intelligence for Sales Success: Connect with Customers and Get Results. 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 … 0000086318 00000 n IQ and emotional intelligence (EQ) are not opposing skills – but they work separately. 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. (Download a free chapter here.) 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. 0000005327 00000 n 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. 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. Sales professionals are aware of and harness their emotions according to situations and can solve conflicts effectively. 0000094661 00000 n The answer can be found in the emotional intelligence … (Download a free chapter here.) 0000013297 00000 n 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. trailer <<6F02ACC31C4C4EEAAC808D1BB326A941>]/Prev 469496/XRefStm 1721>> startxref 0 %%EOF 440 0 obj <>stream Access a free summary of Emotional Intelligence for Success, by David DeSteno and 20,000 other business, leadership and nonfiction books on getAbstract. The natural ability to read emotions helps the manager to indulge in a closer relationship and creates a … 0000013270 00000 n Edition: Unabridged. 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 … 0000002052 00000 n ‎Emotional intelligence plays a vital role at every stage of the sales process. In fact, studies show it’s a much better predictor than IQ to determine an individual’s overall intelligence and success. Leaders with motivation are eager to problem solve, win new business, help their employees succeed, and provide unmatched service to their customers. 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. But this is a book that you’ll read for the insights. 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. Possessing adequate emotional intelligence is critical And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. 0000021437 00000 n Sales is tough, but even that is an understatement. 0000016445 00000 n The key traits of emotionally intelligent sales cultures. Studies have shown that emotional intelligence (EI) is a strong indicator of success. 0000005987 00000 n In a way, to measure emotional intelligence is to Read this book using Google Play Books app on your PC, android, iOS devices. 0000007806 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 for Sales Success: Connect with Customers and Get Results - Ebook written by Colleen Stanley. Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. %PDF-1.4 %���� Emotional Intelligence Summary- Four Minute Books. 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, Author: Stanley, Colleen. prospecting, qualification, presenting, closing, etc. Discover how salespeople conduct sales conversation that create fight or flight responses in prospects and customers. 0000001905 00000 n This is a skill that cannot be ignored in today’s highly-competitive markets. This Emotional Intelligence summary explains in simple terms what EQ is, why it's behind happiness & success, and how to get more of it. The below reasons will explain how: EI makes sales … Emotional intelligence (EQ) is an important factor of success. 0000006609 00000 n 0000011761 00000 n Here are some of my favorites: 0000041899 00000 n Bryant (in his quantitative research), has shown us Emotional Intelligence affects sales relationships and states more ongoing research needs to be conducted (Bryant, 2005). 0000008811 00000 n Regardless of role, most sales professionals work well beyond 40 hours per week based on a HubSpot study . Emotional intelligence plays a vital role at every stage of the sales process. 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. 0000011303 00000 n Sales professionals are aware of and harness their emotions according … 0000094383 00000 n 0000086468 00000 n 390 0 obj <> endobj xref 390 51 0000000016 00000 n Emotional intelligence for sales success connect with customers and get results. 0000008055 00000 n She is also the author of Emotional Intelligence For Sales Success, now published in six languages. Key Learnings: Emotion Management – Stop the trigger-response-regret loop. Emotional intelligence for sales success: Connect with customers and get results is written by Colleen Stanley, a professional sales trainer and founder of SalesLeadership. Emotional Intelligence For Sales Success - The Four E's of Success. 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. About the Author-. 0000044609 00000 n Numerous studies show that emotional intelligence scores predict performance on critical life success factors. If you're like most sellers, you've never heard about emotional intelligence. Sales success depends to a great degree on emotional intelligence. 0000008480 00000 n 0000086388 00000 n Emotional intelligence helps to predict success because it reflects how a person applies knowledge to the immediate situation. Intelligence 2.0 that will help your sales professionals improve results at each stage of the sales process. Emotional Intelligence for Sales Success isn’t exactly a “how-to” book. 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