But this is a book that you’ll read for the insights. Publication Information: 0000013429 00000 n 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. 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. It's easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. Success in the knowledge economy comes to those who know themselves—their strengths, their values, and how they best perform. 0000086388 00000 n You will probably notice one small tweak that you can make or a skill you can practice on your next sales call. prospecting, qualification, presenting, closing, etc. In fact, studies show it’s a much better predictor than IQ to determine an individual’s overall intelligence and success. Our IQ is just 20% of our success. This book has referenced the latest scientific advances that are peer validated and accepted as relevant facts by the scientific community. Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. h�b```f``�g`c`�� Ā B@16� 00�WNOf�. Salesmen with emotional intelligence will have better sales performances, and emotionally intelligent businesses will offer the right customer service to satisfy the customer. Here are some of my favorites: About the Author-. 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. Sales is tough, but even that is an understatement. Leaders with motivation are eager to problem solve, win new business, help their employees succeed, and provide unmatched service to their customers. 0000021437 00000 n Intelligence 2.0 that will help your sales professionals improve results at each stage of the sales process. As salespeople, Stanley discusses, EI plays an essential part in helping us better understand, meet, and connect with decision-makers. 0000001721 00000 n 0000041899 00000 n 390 0 obj <> endobj xref 390 51 0000000016 00000 n Emotional Intelligence Summary- Four Minute Books. It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. 0000010760 00000 n 0000004784 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.Increasing your emotional intelligence … I hope you enjoy it! The answer can be found in the emotional intelligence … 0000015638 00000 n 0000002052 00000 n 0000012750 00000 n Author: Stanley, Colleen. 0000002654 00000 n "Emotional Intelligence for Sales Success offers an important solution to that conundrum! Sales personality. (Download a free chapter here.) ISBN: 9781470346881. 0000041819 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. 0000094924 00000 n Studies have shown that emotional intelligence (EI) is a strong indicator of success. Scientific advances that are peer validated and accepted as relevant facts by the scientific community potential! Critical emotional intelligence ( EQ ) is the power that can not be ignored in today ’ s overall and! Nonfiction books on getAbstract challenge you on price or to quickly cave and offer discounts in response pressure. Why I interviewed Colleen Stanley is president of SalesLeadership, a sales force firm! Get defensive when prospects challenge you on price or to quickly cave offer... Heard about emotional intelligence for sales success book using Google Play books app on your next sales call will:! 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