23 January 2024

“Crushing It in Sales with Emotional Intelligence” – Where it Really Matters

By Ronald Smith

Get ready to level up your sales game like never before. This awesome book is all about putting your customer first and reaping the rewards. Forget about traditional sales techniques – it’s time to leverage the power of emotional intelligence to skyrocket your results and build awesome relationships!

Crushing It in Sales with Emotional Intelligence - Where it Really Matters

If you buy something through the links on our website, we can make money because we are partners with other companies. I want to tell you about my first job after I finished college. It was a tough job selling long distance to businesses. This happened after the big phone companies broke up in the 80s. I had to call businesses from the phone book every day, with a goal of 100 calls. I also had to make at least five appointments every week and get four new clients every month.

If I did well and met my goals, everything was fine. But if I didn’t make enough sales, I was in danger of losing my job. I didn’t enjoy being a salesperson. I was grateful that I had a degree in marketing because I thought that meant I wouldn’t have to sell anything anymore!

Wow, I couldn’t have been more mistaken. Selling was absolutely everywhere, and if I wanted to be successful in marketing, selling would have to be a central part of my life. That’s when I decided to change how I viewed sales. But I have to admit, I was scared of making mistakes, facing rejection, and failing.

If you’re anything like me and have had your fair share of sales training, then you’re going to love the book I want to tell you about today: Emotional Intelligence for Sales Success: Connect with Customers and Get Results by Colleen Stanley. I was lucky enough to receive a review copy and I was immediately captivated by the link between Emotional Intelligence and sales achievements.

What Did Colleen Stanley Discover That We’ve Overlooked?

I’m Colleen Stanley, and I run SalesLeadership Inc., a top-notch sales consulting firm. We specialize in teaching salespeople about emotional intelligence and consultative sales skills. You know, I’ve seen so many students nail their role-playing exercises, only to freeze up when faced with a tough customer. It’s like they have all the knowledge but struggle to put it into action. That’s where emotional intelligence comes in.

Now, here’s the thing: salespeople rarely learn about emotional intelligence. Most training programs focus on hard skills, like product knowledge and negotiation tactics. Sure, they might touch on softer skills like building rapport and empathy. But these skills often take a backseat to the overall selling process. The focus is more on the steps to follow than on truly understanding the customer.

I want to tell you why this book is different from all the other sales books out there. It’s not just about following a set of instructions. It’s about understanding your prospect and what they really care about, instead of just focusing on making the sale.

Selling with Emotional Intelligence

This book is divided into two main parts:

Part 1: Understanding Emotional Intelligence and Sales Success. The purpose of this section is to show you how emotional intelligence is connected to being successful in sales. The author also explains the science behind how people buy and sell, and he convinces you that mastering this skill is crucial for your success.

Part 2: Emotional Intelligence and the Sales Process. Now we’re getting to the good stuff! This section is where the real magic happens. It starts off with a bang – “Prospecting: The Real Reason for Empty Sales Pipelines” – and takes you on a journey to becoming a sales superstar. I’ll show you how to boost your likeability factor and connect with your prospects in a way that really speaks to them. It’s not just about selling products and services, it’s about making a genuine connection and adding value to their business.

Will This Book Make You Millions?

I can already hear you thinking, Is this what I’ve been missing? Well, the truth is, probably not. When you dive into this book, you’ll realize that you’ve actually been doing a lot of things right. I mean, you’ve got customers and clients, right? That’s a good sign!

But here’s the real gem this book offers: it changes your perspective on where to focus your attention during the sales process, and it shows you how to truly connect with your customers in a genuine way. It’s not your typical how-to book for sales. Sure, it gives you steps, processes, and suggestions for selling, but the real value lies in the insights it provides.

When you’re on your next sales call, keep your eyes peeled for small tweaks you can make or skills you can practice. Don’t expect to become a genius overnight, but with time and practice, you will become a masterful salesperson who truly benefits your customers.

And guess what? Your contribution may just result in higher profits for your business.

Looking for some great business books? With an Audible Premium Plus membership, you can enjoy discounts and special offers on both new and classic titles. Sign up today and learn more!