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Narrator Rating (6)

Emotional Intelligence for Sales Success: Connect With Customers and Get Results

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Lyn Landon

5 Hours 32 Minutes

Gildan Media

November 2012

Audio Book Summary

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 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. Listeners will discover:

• How to increase impulse control for better questioning and listening

• The EI skills related to likability and trust

• How empathy leads to bigger sales conversations and more effective solutions

• How emotional intelligence can improve prospecting efforts

• The EI skills shared by top sales producers

• And much more

Emotional intelligence plays a vital role at every stage of the sales process, from business development to closing the deal. When customers can get product information and price comparisons online, the true differentiator is the ability to deftly solve problems and build relationships-EI territory!

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  • Adrienne W

    I hate sales books. My company makes us read one a year. I hate most self-help books, though I do like the concept of constantly learning. Most books are the same jargon repackaged with new acronyms and catch phrases. And there's alway SO MUCH SPORTS TALK! Ugh! I'm in sales, not football! I stumbled upon Colleen Stanley when looking for some motivation after a terrible month. I was so impressed by her website I decided, for the first time ever, to buy a sales book on my own, without prompting. Wow. I saw Zig Ziglar speak, attended Pepperdine University's negotiation training, and even took the Harvard Manage Mentor Management training. THIS IS THE BEST SALES TRAINING I'VE EVER RECEIVED. Colleen is smart, thoughtful and logical. It's not too salesy or preachy or sporty. It's just great advice, insight and a reality check. I love this book. I'm going to ask my company to assign this one next year, because I want my whole team and segment to benefit from her training. Thank you for creating a great book, Colleen.

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  • Daniel Watt

    This book is certainly worth a listen;. The timeless material never goes out of date. I found the narration a little drab.

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  • Marjorie Dudley

    Very good but all of this info is completely ripped off (in many cases verbatim) from the 40 year old Sandler System.

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  • noel marmolejos

    Great insight on overall managing emotions while prospecting and closing sales.

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