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Emotional Intelligence for Sales Success: Connect with Customers and Get Results |  |
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Emotional Intelligence for Sales Success: Connect with Customers and Get Results | |
网友对Emotional Intelligence for Sales Success: Connect with Customers and Get Results的评论
Colleen Stanley's Emotional Intelligence for Sales Success is my go-to resource for sales conversations. In many ways, Colleen was the first one to help me realize I didn't hate sales. I've always told people I hate selling, but I love building mutually beneficial relationships. That's the fundamental premise in this book: that sales is a relationship between two human beings. All of the same emotional intelligence rules that apply to friendships, dating, and other human relationships apply to the sales process. Colleen restores desperately needed dignity to sales, sales-people, and their managers by placing sales firmly in the realm of healthy human relationships.
Don't be fooled - emotional intelligent sales success is NOT about neglecting goals for touchy-feely process. The methodology Colleen lays out is very results-oriented, but in a healthy way that honors the humanity and dignity of both parties. In fact, I can't imagine any sales scenario in which your sales would not increase when you incorporate emotional intelligence in your process. I highly recommend this book for any business person and especially those for whom sales is their way of life.
Happy Reading,
David Dye, author of The Seven Things Your Team Needs to Hear You Say
Whether a sales professional or sales leader, this is a "must read!" The author reminds the reader that companies, organizations, and corporations often have outstanding hard sales skills training yet something is missing. That "something" is an emphasis on emotional intelligence (EI/EQ). I work closely with sales leaders and sales professionals and can honestly say this is the best book I have ever read that not only relates the importance of EI to sales success but provides helpful tips and ideas relating to building EI competencies. I have now read and re-read the book several times and each time I find helpful information that I will be sharing with individuals and groups with whom I work.
Ed Nottingham, PhD, PCC
Clinical & Consulting Psychologist
Author, It's Not As Bad As It Seems
As a seasoned sales manager, I found that Colleen's book was both practical and actionable. The hardest part of managing sales people is the emotional intelligence - getting them to look in the mirror and be real, confident and goals-oriented. All of my sales people are reading this book as a guideline to emotional intelligence. Then we are using it together to trouble shoot problems and hopefully to gain more insight into how people work and make decisions. I recommend this for every sales manager...the practical techniques will help you sleep better at night.
With all the resources to learn sales the question is "why aren't people getting better?" As a Sales Manager I've tried everything - from micromanaging, to teaching to closing sales for others. Most sales people not only have the skills to sell but they have the knowledge to sell. So why aren't they selling? That is what keeps all of us who make a living selling up at night, both for our teams and for ourselves.
Ms. Stanley says, "I've seen too many salespeople work too hard for the lackluster results they achieve, never attaining the income and satisfaction they desire and deserve. Why? Because they misdiagnose their sales challenges and, as a result, prescribe the wrong solutions. They focus only on improving their "hard" sales skills when, in fact, something far different than just poor selling techniques are getting in their way."
"Emotional Intelligence for Sales Success offers an important solution to that conundrum! Perhaps it isn't the hard skills of selling, e.g. prospecting, qualification, presenting, closing, etc. Perhaps the answer isn't in more data, more CRMs, more activity. The answer can be found in the emotional intelligence we have.
This book isn't the first book on Emotional Intelligence and won't be the last I'm sure. However it is one of the best. Learning how to control our impulses, to respond and navigate the challenges of selling, and to stay the course makes the skills and knowledge we have much more effective.
For example, we all know that we need to prospect, that our having a full pipeline is a critical success factor impacting our final sales number. Why then do so few of us prospect on a regular basis? Generally it is because we don't like it, it isn't fun, and we don't have enough EQ to push through those emotional barriers.
For every major selling activity Ms. Stanley lists the emotional components, teaches on how to maximize their impact, includes several case studies and then has an action plan for developing the emotional reliance to be successful - from prospecting to negotiating.
There are a million books on selling. There are all kinds of selling systems. Knowing is not the same as doing. It is time to become effective. "Emotional Intelligence for Sales Success" will show you how. Read and apply this book, one of the most important and vital books newly available, and you'll make more money, have greater success and enjoy the process much more. A great and important book for all salespeople, sales managers and business leaders. A must read in my opinion.
Good Selling...Russ
Great read for sale personnel or for use in personal situations.
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