Emotional intelligence for sales success connect with customers and get results - Stanley, Colleen (Amacom, 2012)
Why do salespeople frequently fail to execute-even when they know what they should do?
Cover; More Advance Praise for Emotional Intelligence for Sales Success; Title; Copyright; Dedication; Contents; Forward; Introduction; Part I The What, Why, and How of Emotional Intelligence and Sales Results; Chapter 1 Closing the Knowing-and-Doing Gap: When You Know Better, You Do Better; Understanding Emotional Intelligence; Emotional Intelligence and Sales Results; The Business Case for "Return on Emotions"; Action Steps for Improving Your Emotiona lIntelligence; Chapter 2 The Art and Neuroscience of Sales: The New Way to Influence; Selling to the Old Brain
The Emotionally Intelligent ResponseWalk a Mile in Your Prospect's Shoes; Putting It All Together; Action Steps for Improving Your Ability to Influence; Part II Emotional Intelligence and the Sales Process; Chapter 3 Prospecting: The Real Reason for Empty Sales Pipelines; Are You a Sales Marshmallow Grabber?; Drive-By Relationships; Sales Reality Check; Are You Stressed Out?; The Neuroscience of Prospecting; Action Steps for Improving Your Prospecting Results; Chapter 4 Likeability: All Things Being Equal, People Buy from People They Like; Would You Buy from You?
It's All About Them: The Prospect and CustomerKnow, Relate, and Build Likeability; Are You Showing Up or Living It Up?; Are You a Joy Giver?; Action Steps for Improving Your Likeability; Chapter 5 Expectations: You Get What You Expect; Partnership or Vendor-ship?; What's Your Mindset?; Set and Manage Expectations to Create Raving Fans; Action Steps for Improving the Way You Manage Expectations; Listen Before You Leap; Use the "3Ws" Formula; Make Your Prospect's Brain Hurt; Get to the Real Pain; Determine the Commitment to Change; Agree and Align
Action Steps for Improving Your Questioning SkillsChapter 7 Reaching Decision Makers: How to Better Connect and Meet; How People Make Decisions; Are You Meeting with Mr. No?; Are You Asking the Right Question?; Action Steps for Improving Your Ability to Reach Decision Makers; Chapter 8 Checkbook: Get Paid What You Are Worth; What Is Your "Money Talk"?; Learn to Deal with Good Negotiators; Chapter 6 Questioning Skills: What's Your Prospect's Story?; Are You Willing to Walk?; Examine Your Sales Pipeline; Conviction and Confidence