| Description |
1 online resource |
| Contents |
Forward / Jill Konrath Introduction Part I. The What, Why, and How of Emotional Intelligence and Sales Results -- 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 -- 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. 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 Cha-- 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 -- Set and Manage Expectations to Create Raving Fans -- Action Steps for Improving the Way You Manage Expectations -- 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 -- 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 -- 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 -- 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 -- 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 |
| Summary |
Why do salespeople frequently fail to execute-even when they know what they should do? |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Description based on print version record |
| Subject |
Selling -- Psychological aspects
|
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Customer relations -- Psychological aspects
|
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Emotional intelligence.
|
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Emotional intelligence
|
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Selling -- Psychological aspects
|
| Form |
Electronic book
|
| LC no. |
2020690089 |
| ISBN |
9780814430309 |
|
0814430309 |
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