Emotional Intelligence For Sales Success Download Ebook PDF Epub Online

Author : Colleen Stanley
Publisher : AMACOM
Release : 2012-11-01
Page : 224
Category : Business & Economics
ISBN 13 : 0814430309
Description :


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 of 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. Readers 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!


Author : Colleen Stanley
Publisher : AMACOM Div American Mgmt Assn
Release : 2012-11
Page : 204
Category : Business & Economics
ISBN 13 : 0814430295
Description :


Why do salespeople frequently fail to execute-even when they know what they should do?


Author : Colleen Stanley
Publisher : HarperCollins Leadership
Release : 2020-06-16
Page : 256
Category : Business & Economics
ISBN 13 : 1400217733
Description :


Develop the critical soft skills required for high-performance sales… Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales. Emotional Intelligence for Sales Leadership: Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team. Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills. Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams. Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors.


Author : Kevin Walker
Publisher : Kevin Walker
Release : 2020-06-11
Page : 186
Category : Education
ISBN 13 :
Description :


Don't Ever Want To Lose Out On Achieving Super Success In Sales On Account Of Poor Training For Leveraging Emotions For Successful Selling? Then Read On. Are you one of those people who find it difficult to cope with your surging emotions when it comes to crunch situations in sales? Do you feel that your sales career would change considerably for the better if you could improve your interpersonal skills? Have you always been awed at the site of some people being able to sell comfortably to the most difficult of customers in the most difficult of sales situations? Would you like to be one of those people? Do you also worry about your poor emotional maturity and panicky behavior becoming a stumbling block in your personal and professional growth in a sales career? What if you were told that you could find a great way of managing your emotional lack of control by leveraging the same emotions to achieve sales accelerations? Do you think that there is nothing upon the face of this world that would help you conquer your apparent ineptitude in achieving great sales? Then this book is what squarely addresses your concerns. You need to look no further than this masterfully created tome about Emotional Intelligence Training for Sales Success that explains how you can overcome your sales- stalemate by holistically addressing the source of the problem and making you familiar with the paradigm redefining concept of leveraging emotional intelligence for extraordinary sales performance. Sure, there are a million articles and many books out there that make similar claims, but those are nothing more than just claims. 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. This book has referenced the latest scientific advances that are peer validated and accepted as relevant facts by the scientific community. In this book, you get to: Understand the link between emotional intelligence and sales Understand what it takes to be an emotionally intelligent salesperson Understand how to enhance emotional intelligence Understand why emotional intelligence equals high emotional sales Get this book NOW, learn how to be an effective salesperson, connect with prospects, and leverage the right side of the brain to achieve unprecedented success in sales!


Author : Jeb Blount
Publisher : John Wiley & Sons
Release : 2017-03-20
Page : 320
Category : Business & Economics
ISBN 13 : 1119312574
Description :


The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).


Author : Mitch Anthony
Publisher : Kaplan Trade
Release : 2003-04-30
Page : 272
Category : Business & Economics
ISBN 13 : 9781607146773
Description :


Secret to sales success starts with higher emotional intelligence (E.Q.). Improve your E.Q. and watch your sales soar! Emotional Intelligence (E.Q.) is the ability to relate to people and maintain positive relationships, and is now widely regarded as more critical to workplace success than I.Q. Selling With Emotional Intelligence will help sales professionals improve their E.Q. for better performance.


Author : Travis Bradberry
Jean Greaves
Publisher : TalentSmart
Release : 2009
Page : 255
Category : Business & Economics
ISBN 13 : 0974320625
Description :


Presents a step-by-step guide for increasing emotional intelligence through four core principles: self-awareness, self-management, social awareness, and relationsip management.


Author : Steven J. Stein
Publisher : John Wiley & Sons
Release : 2009-07-13
Page : 368
Category : Business & Economics
ISBN 13 : 0470676248
Description :


Straightforward guide to taking control of your emotions. Being aware of and in control of your emotions is one of the keys to success in life -- both professionally and personally. Emotional Intelligence For Dummies will show you how to take control of your emotions rather than letting your emotions control you! Discover how developing your emotional intelligence can further your relationships with others, in the workplace and at home. Emotional awareness is also a critical skill for career success, and Dr. Stein provides practical exercises for developing this skill and achieving your professional and personal goals. He also provides valuable insights into how emotional intelligence can be applied to raising children and teenagers and realizing personal happiness. Full of lively anecdotes and practical advice, Emotional Intelligence For Dummies is the ideal book for anyone who wants to get smart about their feelings and reach the next level at work and at home. Manage your emotions - identify your feelings, determine what beliefs cause negative emotions, and stop self-destructive behaviors Discover the power of empathy - read other people's emotions through facial cues and body language and show them you understand their feelings Thrive at work - find a job that's right for you, overcome hassles and fears, and develop your leadership skills Build and sustain meaningful relationships - discover how to take your partner's emotional temperature and manage emotions to grow closer Raise an emotionally intelligent child - keep your cool with your child, coax shy children out of their shells, and get your child to be less aggressive and defiant


Author : Steven J. Stein
Howard E. Book
Publisher : John Wiley & Sons
Release : 2011-04-26
Page : 368
Category : Business & Economics
ISBN 13 : 0470681616
Description :


REVISED AND UPDAT ED WITH NEW RESEARCH INTO EQ AND PERSONAL AND CAREER SUCCESS What is the formula for success at your job? As a spouse? A parent? A Little League baseball coach or behind the bench of a minor hockey team? What does it take to get ahead? To separate yourself from the competition? To lead a less stressful and happier existence? To be fulfilled in personal and professional pursuits? What is the most important dynamic of your makeup? Is it your A) intelligence quotient? or B) emotional quotient? If you picked "A", you are partly correct. Your intelligence quotient can be a predictor of things such as academic achievement. But your IQ is fixed and unchangeable. The real key to personal and professional growth is your emotional intelligence quotient, which you can nurture and develop by learning more about EQ from the international bestseller The EQ Edge. Authors Steven J. Stein and Howard E. Book show you how the dynamic of emotional intelligence works. By understanding EQ, you can build more meaningful relationships, boost your confidence and optimism, and respond to challenges with enthusiasm-all of which are essential ingredients of success. The EQ Edge offers fascinating-and sometimes surprising-insights into what it takes to be a top law-enforcement officer, lawyer, school principal, student, doctor, dentist or CEO. You will learn what the top EQ factors are across many different kinds of jobs, from business managers and customer service representatives to HR professionals and public servants. The EQ Edge will help you determine which personnel are the right fit for job opportunities and who among your staff are the most promising leaders and drivers of your business. And because all of us have other roles-parent, spouse, caregiver to aging parents, neighbor, friend-The EQ Edge also describes how everyone can be more successful in these relationships. "Finally, a practical and usable guide to what emotional intelligence is all about. This book peels the onion on what EQ really is and teaches the reader to assess their own EQ and how to increase it. This is the holy grail for career success."—Michael Feiner, Professor, Columbia Graduate School of Business and author of The Feiner Points of Leadership


Author : Daniel Goleman
Publisher : Bantam
Release : 2011-12-07
Page : 400
Category : Business & Economics
ISBN 13 : 0553903217
Description :


Do you have what it takes to succeed in your career? The secret of success is not what they taught you in school. What matters most is not IQ, not a business school degree, not even technical know-how or years of expertise. The single most important factor in job performance and advancement is emotional intelligence. Emotional intelligence is actually a set of skills that anyone can acquire, and in this practical guide, Daniel Goleman identifies them, explains their importance, and shows how they can be fostered. For leaders, emotional intelligence is almost 90 percent of what sets stars apart from the mediocre. As Goleman documents, it's the essential ingredient for reaching and staying at the top in any field, even in high-tech careers. And organizations that learn to operate in emotionally intelligent ways are the companies that will remain vital and dynamic in the competitive marketplace of today—and the future.


Author : Anthony Mersino
Publisher : AMACOM
Release : 2013-06-15
Page : 288
Category : Business & Economics
ISBN 13 : 0814432786
Description :


Research indicates that emotional intelligence (EI) accounts for an astonishing 70-80 percent of management success. Technical expertise just isn't enough anymore: project managers need strong interpersonal skills and the ability to recognize emotional cues in order to lead their teams to success. Emotional Intelligence for Project Managers introduces readers to all facets of EI and shows how emotions can be leveraged to meet project goals. They'll learn how to: * Set the tone and direction for the project * Communicate effectively * Motivate, inspire, and engage their team * Encourage flexibility and collaboration * Deal productively with stress, criticism, and change * Establish the kind of high morale that attracts top performers * And more The second edition includes several expanded sections on self-awareness and self-management, as well as a new chapter on using EI to lead Agile Teams and a close look at Servant Leadership. Without the people skills necessary to lead effectively, even the most care fully orchestrated project can fall apart. This indispensable guide gives project managers the tools they need to create winning teams and get the job done right and on time.


Author : Christopher D. Connors
Publisher : Rockridge Press
Release : 2021-09-28
Page : 176
Category : Business & Economics
ISBN 13 : 9781638788195
Description :


Discover the secret to business success--leading with emotional intelligence Success requires more than hard work and good ideas: you need to be able to understand, inspire, and motivate those around you. Emotional Intelligence for the Modern Leader helps you hone your emotional intelligence (EQ)--the ability to be aware of, control, and express your emotions, as well as handle interpersonal relationships empathetically--and enhance your ability to lead. Building off proven research, this user-friendly guide teaches you the pillars of high-EQ leadership. Whether it's developing self-awareness or bolstering empathy, discover simple and easy-to-use exercises that you can make use of on your own. You'll even learn about emotionally intelligent leaders and how they've utilized this skill as part of their successes. Emotional Intelligence for the Modern Leader includes: Emotionally intelligent leadership--Find out what it means to lead with high EQ and how you can make it part of your organization's culture. Your leadership style--Determine what your professional leadership style is and how that affects the people around you. Growing your emotional intelligence--Take advantage of exercises and self-assessment tools that allow you to effectively and efficiently improve your abilities. Become the leader you've always wanted to be with this emotional intelligence enhancing guide.


Author : James A. Runde
Publisher : John Wiley & Sons
Release : 2016-08-18
Page : 176
Category : Business & Economics
ISBN 13 : 1119246113
Description :


The real secret to career success and what it takes to get ahead is EQ UNEQUALED is the client service professional's guide to getting ahead and achieving professional goals. You're smart and hard working, but guess what—so is everyone else. So how do you stand out? You need to distinguish yourself in order to get ahead, but simply being good at your job is not enough. Moving up is about soft skills, networking, client connections, emotional intelligence, and your personal reputation. This book is a frank and candid guide to what it really takes to succeed in the field, packed with insights, stories, and actionable tips based on the author's 40 years at Morgan Stanley. You'll learn how to lead, when to follow, and how to build the reputation you need to get ahead in a competitive field. This book shows you how to step up your relationships, strengthen your soft skills, and build your brand for success. Differentiate yourself and expand your career Build relationships through planning and preparation and deliver commercial results Lead effectively, increase productivity, and build a better work environment Build, enhance, and leverage your personal brand to support your own success Network effectively to find mentors and sponsors Realizing your career goals means being visible, having influence, and crafting a reputation as a valuable contributor while delivering outstanding results. UNEQUALED shows you how to adapt yourself, collaborate with colleagues, influence clients, and become an excellent boss.


Author : James W. Williams
Publisher :
Release : 2019-10-25
Page : 46
Category : Psychology
ISBN 13 : 9781951754013
Description :


This book will become an essential guide to improving your professional and personal relationships. It will show you how to recognize and interpret the motives behind yours' and others' behavior. It will prepare you for the sophisticated and challenging workplace of the 21st century.


Author : Emilia M. Ludovino
Publisher : Packt Publishing Ltd
Release : 2017-09-26
Page : 280
Category : Computers
ISBN 13 : 1787289451
Description :


Learn the techniques used by the most successful IT people in the world. About This Book Get real-life case studies for different IT roles, developers, testers, analysts, project managers, DBAs Identify with your IT scenarios and take the right decision to move up in your career Improve your EQ and face any difficult scenario confidently and effectively Who This Book Is For This book is for professionals across the IT domain who work as developers, administrators, architects, administrators system analysts, and so on, who want to create a better working environment around them by improving their own emotional intelligence. This book assumes that you are a beginner to emotional intelligence and will help you understand the basic concepts before helping you with real life scenarios. What You Will Learn Improve your observation skills to understand people better Know how to identify what motivates you and those around you Develop strategies for working more effectively with others Increase your capacity to influence people and improve your communication skills Understand how to successfully complete tasks through other people Discover how to control the emotional content of your decision-making In Detail This book will help you discover your emotional quotient (EQ) through practices and techniques that are used by the most successful IT people in the world. It will make you familiar with the core skills of Emotional Intelligence, such as understanding the role that emotions play in life, especially in the workplace. You will learn to identify the factors that make your behavior consistent, not just to other employees, but to yourself. This includes recognizing, harnessing, predicting, fostering, valuing, soothing, increasing, decreasing, managing, shifting, influencing or turning around emotions and integrating accurate emotional information into decision-making, reasoning, problem solving, etc., because, emotions run business in a way that spreadsheets and logic cannot. When a deadline lurks, you'll know the steps you need to take to keep calm and composed. You'll find out how to meet the deadline, and not get bogged down by stress. We'll explain these factors and techniques through real-life examples faced by IT employees and you'll learn using the choices that they made. This book will give you a detailed analysis of the events and behavioral pattern of the employees during that time. This will help you improve your own EQ to the extent that you don't just survive, but thrive in a competitive IT industry. Style and approach You will be taken through real-life events faced by IT employees in different scenarios. These real-world cases are analyzed along with the response of the employees, which will help you to develop your own emotion intelligence quotient and face any difficult scenario confidently and effectively.


Author : Jeb Blount
Publisher : John Wiley & Sons
Release : 2011-11-15
Page : 175
Category : Business & Economics
ISBN 13 : 1118094018
Description :


Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. Practical lessons help managers employ winning interpersonal skills to move others to take action.


Author : Stephen Neale
Lisa Spencer-Arnell
Publisher : Kogan Page Publishers
Release : 2011-09-03
Page : 240
Category : Business & Economics
ISBN 13 : 0749463686
Description :


Emotional Intelligence Coaching examines the vital role emotions and habits play in performance. Emotional intelligence can help leaders and coaches recognize how attitudes - both their own and those of the people they coach - prevent individuals from reaching their potential. Replacing these with more useful feelings and thoughts can provide a powerful means of improving performance. This book explains the principles of emotional intelligence and how these relate to coaching for performance. It includes practical activities for those seeking to identify and adapt their behaviour in order to achieve more. Never before have emotional intelligence and coaching been brought together in this way to help you develop your own and other people's performance.


Author : Daniel Goleman
Publisher : Bantam
Release : 2012-01-11
Page : 368
Category : Self-Help
ISBN 13 : 0553903209
Description :


#1 BESTSELLER • The groundbreaking book that redefines what it means to be smart, with a new introduction by the author “A thoughtfully written, persuasive account explaining emotional intelligence and why it can be crucial.”—USA Today Everyone knows that high IQ is no guarantee of success, happiness, or virtue, but until Emotional Intelligence, we could only guess why. Daniel Goleman's brilliant report from the frontiers of psychology and neuroscience offers startling new insight into our “two minds”—the rational and the emotional—and how they together shape our destiny. Drawing on groundbreaking brain and behavioral research, Goleman shows the factors at work when people of high IQ flounder and those of modest IQ do surprisingly well. These factors, which include self-awareness, self-discipline, and empathy, add up to a different way of being smart—and they aren’t fixed at birth. Although shaped by childhood experiences, emotional intelligence can be nurtured and strengthened throughout our adulthood—with immediate benefits to our health, our relationships, and our work. The twenty-fifth-anniversary edition of Emotional Intelligence could not come at a better time—we spend so much of our time online, more and more jobs are becoming automated and digitized, and our children are picking up new technology faster than we ever imagined. With a new introduction from the author, the twenty-fifth-anniversary edition prepares readers, now more than ever, to reach their fullest potential and stand out from the pack with the help of EI.


Author : Kevin Walker
Publisher : Kevin Walker
Release : 2020-07-27
Page : 376
Category : Self-Help
ISBN 13 :
Description :


Don't Ever Want To Lose Out On Achieving Super Success In Your Sales Career On Account Of Poor Memory And Inability To Leverage Emotions For Successful Selling? Then Read On. Are you one of those people who find it equally difficult to remember important things and cope with your surging emotions when it comes to crunch situations in sales? Do you feel that your sales career would change considerably for the better if you could improve your memory retention power and interpersonal skills? Have you always been awed at the sight of some people being able to not recall all manner of facts and figures and sell comfortably to the most difficult of customers in the most difficult of sales situations? Would you like to be one of those people? Do you also worry about your poor memory and inadequate emotional maturity? Does your panicky behavior becoming a stumbling block in your personal and professional growth in the sales career? What if you were told that you could find an amazing way of greatly enhancing your memory as well as managing your emotional lack of control? What if we told you that you could leverage the same emotions to achieve sales accelerations? Do you think that there is nothing upon the face of this world that would help you enhance your apparent poor memory as also cure your ineptitude in achieving great sales? Then this book is what squarely addresses your concerns. You need to look no further than this masterfully created tome about Unlimited Memory For Sales Success that helps address all things concerning memory retention and enhancement as well as effective selling. It teaches you time tested and scientifically validated memory enhancement techniques. At the same time it helps you with connecting with prospects on an emotional level, leveraging the power of the right side of the brain to achieving unprecedented success and so on. It contains everything that you need to know about developing an extraordinary memory and leveraging emotional intelligence for super performance in sales. Apart from making a memory champion out of you, it explains how you can overcome your sales- stalemate by holistically addressing the source of the problem and making you familiar with the paradigm redefining concept of leveraging emotional intelligence for extraordinary sales performance. By reading this book you get to Understand the link between outstanding memory, emotional intelligence and sales. Understand what it takes to be a memory champion as well as an emotionally intelligent sales person. Understand how to enhance both memory and emotional intelligence Understand why super memory combined with enhanced emotional intelligence equals high sales This book allows you to deploy empirically validated methods that will help you enhance both your memory and emotional stability to a level that helps you transform your life. It will show you how enhancing your memory, emotional stability and interpersonal skills to the level of super-achievers you have always admired is within your grasp. Go ahead and get your copy NOW!


Author : Travis Bradberry
Jean Greaves
Publisher : Simon and Schuster
Release : 2006-12-01
Page : 208
Category : Business & Economics
ISBN 13 : 1416548734
Description :


An accessible, how-to guide that brings focus to the unique skills that comprise emotional intelligence and incorporate these tools into your life. EMOTIONAL INTELLIGENCE: THE #1 PREDICTOR OF PROFESSIONAL SUCCESS AND PERSONAL EXCELLENCE In today's fast-paced world of competitive workplaces and chaotic personal lives, each of us is searching for effective tools that can make our schedules, behaviors, and relationships more manageable. The Emotional Intelligence Quickbook shows us how understanding and utilizing emotional intelligence can be the key to exceeding our goals and achieving our fullest potential. Authors Bradberry and Greaves use their years of experience as emotional intelligence researchers, consultants, and speakers to revitalize our current understanding of emotional intelligence. They have combined their latest research on emotional intelligence with a quick, easy-to-use format and cut-to-the-chase information to demonstrate how this other kind of "smart" helps us to decrease our stress, increase our productivity, understand our emotions as they happen, and interact positively with those around us. The Emotional Intelligence Quickbook brings this concept to light in a way that has not been done before -- making EQ practical and easy to apply in every aspect of our daily lives. The Quickbook will help you to: -Engage the four unique areas of EQ: self-awareness, self-management, social awareness, and relationship management -Increase your EQ through the use of these skill-building techniques -Apply your EQ at work to develop leadership skills and improve teamwork, making you a better manager and a more desirable employee -Practice your EQ outside the office environment to benefit your relationships with loved ones, making you a better partner and parent -Access the link between your EQ and your physical well-being to improve your overall health -Measure your current EQ through access to the authors' bestselling online Emotional Intelligence Appraisal