Emotional Intelligence For Sales Success – Colleen Stanley

Get to know the day in the life of your clients and prospects. Make it all about them. Set personal and professional goals that make you happy and fulfilled—because a happy salesperson is a likeable salesperson. OceanofPDF.com Expectations You Get What You Expect HAVE YOU EVER BEEN a victim of chase mode? This is where the prospect is not returning your phone call after a first meeting or review of a proposal?

Have you ever had a sales meeting with a prospect who isn’t engaging in the conversation, and you felt like you were talking to yourself? Have you ever showed up to a meeting, expecting the decision makers to be there, but the only people showing up were non–decision makers? How about clients who are constantly dissatisfied with your services because they aren’t doing what is needed in order to execute and hit deadlines? Salespeople get upset with prospects and customers because of the above selling scenarios.

There’s no need to get upset with your prospects or customers. There is a need, however, to take a look at yourself and determine how good you are at setting and managing expectations for a successful business relationship. You get what you expect—and there is a good chance you didn’t set expectations for dealing with decision making and client satisfaction or eliminating chase mode and one-sided sales conversations.

The ability to effectively manage expectations—both our own and our prospects and clients’—is an integral part of any sales professional’s success. It’s a skill that must be incorporated throughout the entire sales process. Clear expectations define how you and your prospects and customers will do business. Managing expectations includes agreeing to how you will treat each other during a meeting, the roles and responsibilities of each person involved, and the next steps each person will take to achieve mutual goals.

More Advance Praise for Emotional Intelligence for Sales Success “Emotional Intelligence for Sales Success is a must-read for selling in today’s environment. This book will strike a cord with anyone in sales looking for an edge in the marketplace. Colleen shows her depth of experience in EI selling, and delivers compelling insight that is invaluable to building a sales organization that truly will capture and drive results not only in the present but for many prosperous years to come!” —Spencer Warren, VP of Sales, U.S. Foods, Denver, Colorado “Before you make another sales call, read Colleen’s book.

Emotional Intelligence for Sales Success is extremely readable, provocative, yet practical. Anyone selling anything can benefit from her research, experience, and proven strategies.” —Jane Applegate, author of 201 Great Ideas for Your Small Business; and Executive Producer SmallBizWorldTV.com “Emotional Intelligence for Sales Success is a dramatic departure from the vast majority of sales books. The critical importance that Emotional Intelligence plays in the sales process is not well understood and seldom taught. Colleen Stanley offers a clear step-by-step guide with real-world examples that will help all salespeople understand and apply these difference-making concepts.

This is an essential read for all salespeople and sales leaders.” —David Sass, VP and General Manager, North American Corporation “This book is an engaging guide to incorporating the principles of Emotional Intelligence into your arsenal of selling skills. I highly recommend it for any individual or organization that is looking to attain the next level of success.” —Kirk Schreck, COO, ServiceMagic, Denver, Colorado “Emotional Intelligence for Sales Success really illustrates how ‘soft skills’ can sharply impact a sales career.

Colleen offers great advice and strategies that really are game changers. She is one of the best sales trainers our company has worked with, and this book truly captures the essence of her live sales training. A great read!” —Tedde Reid, President, SEFA (Supply & Food Service Alliance) “Colleen manages to effectively close the knowing-and-doing gap by providing real-world examples of challenges faced every day by sales professionals. She blends expert knowledge with neuroscience and emotional intelligence to create the complete package for anyone looking to grow sales results.”

—Simon Lawler, Learning and Development Manager, OtterBox “At PARC, we have proven that we are experts at innovation and developing leading-edge technologies. However, when it comes time to translate that into an economic outcome, we realized that we needed to improve our key sales skills to move our customers from thinking to buying. Using Emotional Intelligence, as taught in Colleen’s book, armed us with the necessary tools to bridge this gap.” —Tamara St. Claire, Chief Business Officer, PARC (Palo Alto Research Center, Inc.)

“Colleen’s approach to helping her customers solve challenges is effective, creative, and, most valuable of all, uniquely designed to focus on the root causes rather than the symptoms.

This is a short excerpt from the opening of “” by Unknown, quoted for review and introduction purposes. All rights belong to the copyright holders.

Book Information

• Unique ID: 3a78847ad72c8f75
• File Extension: .pdf
• File Size: 1,130,731 bytes (1.078 MB)
• Title: –
• Author: Unknown
• ISBN: 9780814430293, 0814430295
• Pages: 203
• Language: English (en)

Reading & Word Statistics

• Estimated Reading Time: 301.08 minutes
• Total Words: 60,216
• Total Characters: 366,693
• Average Words per Page: 296.63
• Average Characters per Page: 1806.37

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