If you find yourself flustered with clients, caving to discount pressure, jumping the gun with your sales presentation, or wasting time with low-level prospects, adding another sales tactic to your tool kit won't fix the problem. Instead, there's a far more effective way to get your sales back on track: to ignite and develop your emotional intelligence (EI).
Millions of dollars are invested every year in sales training. Salespeople know what to do, but under tougher selling situations, they often default to non-productive behaviors and actions. Emotional Intelligence for Sales Success teaches you the "art and neuroscience" of selling. This book will help you close bigger deals, in less time, at full margin.
Order your copy today at Amazon.com
Advanced Listening and Questioning Skills Webinar: Stop Assuming, Start Understanding and Close More Business
A good salesperson listens to listen and is intent on understanding what the prospect is really saying. Prospects use vague words like faster response time, better quality and good customer service. It is the salespersons job to clarify and gain an understanding of what those vague words mean to the prospect. Greater clarity results in better communication and understanding of the prospect and customer needs.
- Ask more questions, better questions and the right questions.
- Understand the importance of empathy and validation in creating in creating rapport and trust.
- Learn why the question asked by the prospect is never the real question.
- Eliminate assumptions and clarify questions and statements to insure you and the prospect are on the same page.
- Avoid the top three questioning mistakes made during a sales meeting that lead to chase mode and/or "no decision."
- Stop "showing up and throwing up" at sales meetings!
Growing Great Sales Teams: Lessons from the Cornfield
Finally, a book that blends smart business strategies with good 'ole fashion common sense. Colleen Stanley takes sales leaders on a journey that visits the core values found in great sales teams: honesty, empathy, hard work and authenticity. She shares funny, true stories, incisive analysis, and leadership principles that sales managers can apply immediately in building high performance sales teams. Learn why Colleen's former company, Varsity Spirit Corporation, was named by Forbes magazine as one of the 200 fastest growing companies in the United States. The lessons really work.
"I just finished reading your book. To say it was fantastic would be an understatement. It was very timely for me. Thank you! I will be ordering your other books." - Jon A. Hatcher, RHU, Colonial Life
Sales Management Webinar: Hiring "A" Players
Do you want to make your job as a sales manager easier? Step number #1 is getting the right people on the sales bus. Hiring is one of, if not THE, most difficult decision for owners and managers. Studies suggest the wrong "hire" impact is 3 to 5 times the annual compensation of the position. Great managers and great leaders know how to "see" the real candidate and choose the best candidate based on competencies, not just on a "feels right" decision.
Learn a systematic and proven methodology for selecting top sales talent and duplicating top producers. It is the difference between cyclical sales results and sustainable sales results.