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Emotional intelligence for sales success : connect with customers and get results /
Why do salespeople frequently fail to execute-even when they know what they should do?
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
American Management Association,
c2013.
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 003 | OCoLC | ||
| 005 | 20231017213018.0 | ||
| 006 | m o d | ||
| 007 | cr ||||||||||| | ||
| 008 | 120503s2013 nyu ob 001 0 eng | ||
| 010 | |a 2020690089 | ||
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| 020 | |z 9780814430293 |q (print) | ||
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| 082 | 0 | 0 | |a 658.8501/9 |2 23 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Stanley, Colleen. | |
| 245 | 1 | 0 | |a Emotional intelligence for sales success : |b connect with customers and get results / |c Colleen Stanley. |
| 264 | 1 | |a New York : |b American Management Association, |c c2013. | |
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 588 | |a Description based on print version record. | ||
| 505 | 0 | |a 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. | |
| 520 | |a Why do salespeople frequently fail to execute-even when they know what they should do? | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling |x Psychological aspects. | |
| 650 | 0 | |a Customer relations |x Psychological aspects. | |
| 650 | 0 | |a Emotional intelligence. | |
| 650 | 6 | |a Vente |x Aspect psychologique. | |
| 650 | 6 | |a Intelligence émotionnelle. | |
| 650 | 7 | |a Emotional intelligence. |2 fast |0 (OCoLC)fst00908802 | |
| 650 | 7 | |a Selling |x Psychological aspects. |2 fast |0 (OCoLC)fst01112040 | |
| 776 | 0 | 8 | |i Print version: |t Emotional intelligence for sales success |d New York : American Management Association, c2013. |z 9780814430293 |w (DLC) 2012016589 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9780814430293/?ar |z Texto completo (Requiere registro previo con correo institucional) |
| 938 | |a Internet Archive |b INAR |n emotionalintelli0000stan | ||
| 938 | |a YBP Library Services |b YANK |n 9856306 | ||
| 938 | |a ProQuest MyiLibrary Digital eBook Collection |b IDEB |n cis24077907 | ||
| 938 | |a Books 24x7 |b B247 |n bkb00047770 | ||
| 994 | |a 92 |b IZTAP | ||