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?

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Stanley, Colleen
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : American Management Association, c2013.
Temas:
Selling > Psychological aspects.
Customer relations > Psychological aspects.
Emotional intelligence.
Vente > Aspect psychologique.
Intelligence émotionnelle.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • 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.

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