About the Author-. Access a free summary of Emotional Intelligence for Success, by David DeSteno and 20,000 other business, leadership and nonfiction books on getAbstract. Intelligence 2.0 that will help your sales professionals improve results at each stage of the sales process. Author: Stanley, Colleen. Salesmen with emotional intelligence will have better sales performances, and emotionally intelligent businesses will offer the right customer service to satisfy the customer. Emotional intelligence plays a vital role at every stage of the sales process. Success in the knowledge economy comes to those who know themselves—their strengths, their values, and how they best perform. Those are examples of the fight-or-flight response--something salespeople learn to avoid when they build their emotional intelligence. 0000007806 00000 n 0000010760 00000 n IQ and emotional intelligence (EQ) are not opposing skills – but they work separately. It's easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. This is a skill that cannot be ignored in today’s highly-competitive markets. 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.) Emotional Intelligence For Sales Success - The Four E's of Success. But this is a book that you’ll read for the insights. Emotional intelligence for sales success: Connect with customers and get results is written by Colleen Stanley, a professional sales trainer and founder of SalesLeadership. 0000007081 00000 n Without emotional intelligence, salespeople will struggle to build rapport with prospects and stay motivated. 0000044609 00000 n If you're like most sellers, you've never heard about emotional intelligence. Perhaps the answer isn't in more data, more CRMs, more activity. But every single day, it impacts your performance. Emotional intelligence helps to predict success because it reflects how a person applies knowledge to the immediate situation. 0000002654 00000 n Therefore, it can be seen that emotional intelligence has become an indispensable factor for success in Business. 0000013429 00000 n She is also the author of Emotional Intelligence For Sales Success, now published in six languages. 0000021029 00000 n Perhaps it isn't the hard skills of selling, e.g. 0000086388 00000 n Emotionally intelligent leaders find a way to connect that inner flame to their work, resulting in a daily life that is thrilling and exhilarating. Sales personality. How strong is this effect? 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. 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. Studies have shown that emotional intelligence (EI) is a strong indicator of success. The answer can be found in the emotional intelligence … Download for offline reading, highlight, bookmark or take notes while you read Emotional Intelligence for Sales Success: Connect with Customers and Get Results. But every single day, it impacts your performance. 0000017734 00000 n 0000002052 00000 n 0000002540 00000 n 0000004784 00000 n 3. Emotional intelligence for sales success connect with customers and get results. ISBN: 9781470346881. As salespeople, Stanley discusses, EI plays an essential part in helping us better understand, meet, and connect with decision-makers. 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. 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 … 0000013297 00000 n Emotional Intelligence (EI) is the power that can help sales professionals succeed in the realm of sales. 0000021700 00000 n 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. 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. 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, Increasing your emotional intelligence is a sure … 0000001721 00000 n 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. 0000012750 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. Intelligence 2.0 that will help your sales professionals improve results at each stage of the sales process. Emotional intelligence is generally defined as those non-technical skills that are essential to productive relationships and communication (Heckman & Kautz, 2012). 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. Those are examples of the fight-or-flight response — something salespeople learn to avoid when they build their emotional intelligence. 0000067964 00000 n Works Cited Cherry, K. , (2012). Edition: Unabridged. 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. 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. 0000006609 00000 n 0000094951 00000 n %PDF-1.4 %���� (Download a free chapter here.) Regardless of role, most sales professionals work well beyond 40 hours per week based on a HubSpot study . Numerous studies show that emotional intelligence scores predict performance on critical life success factors. Avoid defaulting to fight or flight responses in difficult sales conversations. 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 … The natural ability to read emotions helps the manager to indulge in a closer relationship and creates a … The connection between emotional intelligence and sales results. Emotional intelligence (EQ) is an important factor of success. "Emotional Intelligence for Sales Success offers an important solution to that conundrum! Leaders with motivation are eager to problem solve, win new business, help their employees succeed, and provide unmatched service to their customers. It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. 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. 0000003648 00000 n 0000005327 00000 n Emotional intelligence plays a vital role at every stage of the sales process. This book has referenced the latest scientific advances that are peer validated and accepted as relevant facts by the scientific community. 0000011303 00000 n Possessing adequate emotional intelligence is critical 0000008480 00000 n I hope you enjoy it! Publication Information: Sales professionals are aware of and harness their emotions according to situations and can solve conflicts effectively. Why relationship building is the secret to increasing your customer base. 0000016010 00000 n 0000015638 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. h�b```f``�g`c`�� Ā B@16� 00�WNOf�. Sales success depends to a great degree on emotional intelligence. Emotional Intelligence for Sales Success: Connect with Customers and Get Results - Ebook written by Colleen Stanley. 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 professionals are aware of and harness their emotions according … 0000014472 00000 n 0000010178 00000 n Selling with emotional intelligence is a proven way of increasing sales; 8 to 12% annually. Sales success depends to a great degree on emotional intelligence. 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 “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. 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. In fact, studies show it’s a much better predictor than IQ to determine an individual’s overall intelligence and success. 0000014615 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. Sales is tough, but even that is an understatement. 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. Three of the ‘Big 5 Personality Factors’ have been shown to correlate significantly with sales success. The below reasons will explain how: EI makes sales … Discover how salespeople conduct sales conversation that create fight or flight responses in prospects and customers. 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. How to meet and form better connections with decision makers. 390 0 obj <> endobj xref 390 51 0000000016 00000 n 0000021437 00000 n Access a free summary of Emotional Intelligence, by Daniel Goleman and 20,000 other business, leadership and nonfiction books on getAbstract. 0000041819 00000 n Read this book using Google Play Books app on your PC, android, iOS devices. Title: Emotional Intelligence For Sales Success Conn, Author: MauricioMcfarland, Name: Emotional Intelligence For Sales Success Conn, Length: 3 pages, Page: 1, … It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. 0000001316 00000 n 0000008811 00000 n Key Learnings: Emotion Management – Stop the trigger-response-regret loop. 0000067894 00000 n In fact, studies show it’s a much better predictor than IQ to determine an individual’s overall intelligence and success. And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. 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 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. 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. Emotional Intelligence Summary- Four Minute Books. 0000086318 00000 n 0000008055 00000 n The key traits of emotionally intelligent sales cultures. That's why I interviewed Colleen Stanley, author of the hot new book: Emotional Intelligence for Sales Success. 0000013270 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. Title: Emotional intelligence for sales success connect with customers and get results. emotional intelligence, often also referred to as soft skills. 0000018772 00000 n 0000025601 00000 n 0000005987 00000 n That's why I interviewed Colleen Stanley, author of the hot new book: Emotional Intelligence for Sales Success. In a way, to measure emotional intelligence is to 0000094924 00000 n There are steps, processes and suggestions for selling, to be sure. 0000005585 00000 n 0000094661 00000 n This Emotional Intelligence summary explains in simple terms what EQ is, why it's behind happiness & success, and how to get more of it. 0000001905 00000 n You will probably notice one small tweak that you can make or a skill you can practice on your next sales call. 0000016445 00000 n Emotional Intelligence for Sales Success isn’t exactly a “how-to” book. Our IQ is just 20% of our success. If you're like most sellers, you've never heard about emotional intelligence. 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. 0000011761 00000 n Those are examples of the fight-or-flight response--something salespeople learn to avoid whe… 0000086468 00000 n 0000016914 00000 n Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. prospecting, qualification, presenting, closing, etc. 0000094383 00000 n In this 8-page text and 20-minute audio summary of Emotional Intelligence for Sales Success, you will learn: Emotional Intelligence for Project Managers. trailer <<6F02ACC31C4C4EEAAC808D1BB326A941>]/Prev 469496/XRefStm 1721>> startxref 0 %%EOF 440 0 obj <>stream Here are some of my favorites: Studies have shown that emotional intelligence (EI) is a strong indicator of success. 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