Conversations That Sell

What do customers most hunger for? Meaningful, collaborative conversations built on mutual value and trust. Learn the collaborative conversation skills you need to capture the buyer's attention and secure business. “The world of relationship selling has not died. It has taken an evolutionary leap forward. If you want to be powerful in this new world of selling, you need the insights Colleen Stanley teaches in Emotional Intelligence for Sales Success. Any salesperson, regardless of market or years of experience, will take away priceless nuggets on improving his or her connection and effectiveness with buyers.” — Tom Searcy, author of Whale Hunting: How to Land Big Sales and Transform Your Company If you find yourself getting 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: Ignite and develop your emotional intelligence (EI). Empathizing with your prospects, expressing assertiveness, staying cool when hot buttons are triggered, even recognizing your buttons—this is the powerful inner territory explored in Emotional Intelligence for Sales Success, a breakthrough book that extends the range of EI to include common sales scenarios and challenges. Packed with case studies, action steps, and research findings, Emotional Intelligence for Sales Success explains: • How to increase impulse control for better questioning and listening • How the EI skills are related to likability and trust • How empathy leads to bigger sales conver-sations and more effective solutions • How emotional intelligence can improve prospecting efforts • How the EI skills are shared by top sales producers • And much more In an age where customers can bypass salespeople with online research and direct purchasing, emotional intelligence helps you stay in the game by forging personal connections and creating partnerships—soft skills that bring hard results. Colleen Stanley is president of SalesLeadership, Inc., a leading sales consulting firm that specializes in emotional intelligence and consultative sales skills training. She is a monthly contributor to The Business Journals and the author of Growing Great Sales Teams. This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business. Today's buyers want more from sales professionals than a simple consultation. What they're hungry for are?meaningful, collaborative conversations?built on mutual value and trust, that result in a win...where they, the seller, and the organization, achieve a winning outcome. Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - Conversations That Sell shows you how to: Prepare for an?effective sales call - Identify sales opportunities and the factors that?drive buyers to act Adjust their approach?to the type of buyer - Achievers, Commanders, Reflectors, and Expressers Make conversations flow easily - Address problems, opportunities, wants, and needs Work through objections - Advance and close sales; and more Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongs…on the buyer.