Emotional Intelligence for Sales Success

Colleen Stanley is president of SalesLeadership, a sales force development firm specializing in emotional intelligence, sales and sales leadership training. She is also the author of Emotional Intelligence For Sales Success, now published in six languages. Salesforce named Colleen as one of the top sales influencers of the 21st century and she's also been named as one of the Top 30 Global Sales Gurus to follow. When she isn't speaking, teaching, or consulting, she enjoys hiking in the beautiful foothills of Denver, Colorado, with her husband Jim.

• Contents Forward by Jill Konrath 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 Emotional Intelligence Chapter 2 The Art and Neuroscience of Sales: The New Way to Influence Selling to the Old Brain The Emotionally Intelligent Response Walk 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 Customer Know, 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 Chapter 6 Questioning Skills: What’s Your Prospect’s Story? 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 Skills Chapter 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 Are You Willing to Walk? Examine Your Sales Pipeline Conviction and Confidence Action Steps for Improving Your Ability to Get Paid What You Are Worth Chapter 9 People Over Process: The Key Traits of Emotionally Intelligent Sales Cultures Are You Learning or Lagging? There Is No “I” in Team It’s Better to Give Action Steps for Building Emotionally Intelligent Sales Cultures Chapter 10 Take the Lead: Sales Leadership and Emotional Intelligence How Do You Show Up? Do Your Words and Actions Align? Teaching Rather Than Closing Tough Love, Sales Leadership Style The Most Overlooked Motivator of Them All Best Practices for Sales Leadership Action Steps for Improving Your Emotional Intelligence in Sales Leadership Index