Emotional Intelligence for Sales Success: Connect with Customers and Get Results

by Colleen Stanley, Jill Konrath (Foreword)

Even skilled salespeople buckle in tough selling situations—getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. These fight-or-flight responses are something salespeople learn to avoid when building their emotional intelligence.

Sales trainer and expert Colleen Stanley cites studies that show how emotional intelligence (EI) is a strong indicator of sales success--and offers tips on how you can sharpen your skills and expand your emotional toolkit. Increasing your emotional intelligence is a sure way to overcome tough selling encounters.

In Emotional Intelligence for Sales Success, you’ll

how to increase impulse control for better questioning and listening,which EI skills are related to likability and trust,how empathy leads to bigger sales conversations and more effective solutions,how emotional intelligence can improve prospecting effortswhich EI skills are most common among top sales producers, and much more.Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships.

Emotional intelligence plays a vital role at every stage of the sales process. From business development to closing the deal, emotional intelligence will drive your performance--and your success.

Genres: Business, Communication, Audiobook, Nonfiction, Self Help, Buisness

218 pages, Kindle Edition

First published January 1, 2012

Reviews

[Paige Bruland · Rating 3 out of 5]

Actually really liked this sales book! I think they’re usually pretty cringey but this one was really good and felt like I learned a good amount. Probably because it was written by a woman 🤪

[Leah Hargrove · Rating 4 out of 5]

I really liked this one. It’s not your typical sales book filled with scripts and pressure tactics. Instead, it focuses on how emotional intelligence plays a huge role in building trust and handling tough sales situations. Colleen Stanley explains how understanding your own emotions and reading others can completely change how you connect with clients.

The examples were practical and easy to apply. I liked how she broke down real situations, like staying calm when a deal falls through or handling objections without losing confidence. It made me think about how often sales success is tied to emotional control, not just skill.

It wasn’t a full five stars for me only because some of the content felt familiar if you’ve read other books on emotional intelligence. Still, it’s a great reminder that self-awareness and empathy are real sales strengths, not soft skills.

If you’re in sales and want to improve your communication and mindset, this is one I’d definitely recommend.

[Angela Alfonso · Rating 3 out of 5]

An interesting read. A book about self awareness and introspection when dealing, encountering customers and situations. One must have the ability to recognise ones emotions and choose the correct reaction to them. I was interested in the fact that research showed sales reps as people wanting instant gratification. Selling takes time and sometimes many calls before you close the sale and I supposed that is the secret to a good rep , one who has a high EQ, does not give up. In the end whether u in sales or not the important thing is how do u show up everyday? that is the key to success!!

[Jock Mcclees · Rating 5 out of 5]

Love the book. It actually would be a good read for a wide range of people, not just sales people. It does discuss sales, but it focuses on the soft skills, the people skills of selling and not the hard skill, the sales tactics. I would recommend it for anyone looking to survive and thrive in a corporate environment.

I listened to it on CD a couple of weeks ago. If I had the book in front of me I would give a more detailed review. But, I liked it so much that I am planning on buying it to have as a reference.

[Allison Deford · Rating 5 out of 5]

Empathetic sales, like marketing, is the answer to solving tough business challenges and growth. Colleen is a maverick and an intelligent leader. This book will be one I read over and over.

[Thom Disch · Rating 1 out of 5]

Very disappointing. It felt like the author wrote this to promote her consulting business. There really was nothing new about defining emotional intelligence or how to use it in sales. The first 2/3rds of the book were 1) you need to be willing to change, 2) you need to be empathetic with the customer, 3) you need to be wiling to admit mistakes. One case example was about a sales person who did not put on a good sales presentation. This person demonstrated their "Emotional Intelligence" by calling the client and apologizing for the poor presentation and then she blamed it on her evil twin sister (in an attempt at levity, I guess) who showed up in her stead. Of course the sales person was given another chance to redo her sales presentation. I can't possibly imagine any sales person doing or saying anything remotely like that.

In the latter part of the book the author discussed DISC (which is probably an applicable EI tool) and how different prospects process information, but the author did not talk about how to effectively determine when a prospect is more likely to fall into one of the categories and then didn't explain how best to use this information to improve the likelihood of winning a sale.

[Dave Irwin · Rating 3 out of 5]

Useful information at the back of the chapters, and certainly is an engaging subject, but this actual book didn't sit with me very well. I cannot point out exactly why, but it did not seem as poignant as I or helpful as I would like. perhaps it is because I am not completing the day to day actions of a sales rep, but it didn't speak to me as much as I would have liked.

I will add this to my reread list in case it is one of those books you have to come back too.

Favourite lesson - How sales people can set and manage expectations, with an expectation that the meeting would be a dialog not a monologue.

Good Prepared questions:
What specific outcomes are you looking for in this project?
How will this position your department/company in the marketplace?
Who is your biggest competitor and what are they doing right?
What are your growth plans? Are you on track or behind?
Who or what is your biggest obstacle to growth?
At the end of the day, what are the three things you want to get accomplished?

Don't get sloppy with your qualification process when you should be asking questions.

Be cognizant of your emotions when a deal looks like a "sure thing".

[Zach King · Rating 5 out of 5]

A Must-Read for Sales Professionals at Any Level
Colleen Stanley's Emotional Intelligence in Sales Success is a game-changer. As someone with a background in ministry, I found her practical approach to sales incredibly insightful. Stanley breaks down complex concepts into simple, actionable steps that anyone can implement to improve their sales game.

What sets this book apart is its focus on emotional intelligence. Stanley masterfully demonstrates how understanding and managing emotions can lead to deeper connections with clients and, ultimately, greater sales success.

Whether you're a seasoned sales veteran or just starting out, this book is a must-read. It's packed with valuable tools and strategies to help you build stronger relationships, navigate challenging situations, and achieve your sales goals. I highly recommend it to anyone looking to take their sales career to the next level.

[Isabel Robeson · Rating 3 out of 5]

I had to read this book for a class. It’s okay. I wouldn’t say it’s anything revolutionary, but it does give some good examples of questions to ask your prospect/buyer. Additionally, the author speaks about developing your emotional intelligence but doesn’t really explain how to do that. I know from experience that the only ways to really grow into a more emotionally intelligent person is by experiencing really shitty things and allowing yourself to feel the hurt or practicing mindfulness and opening yourself up to other perspectives and other ideas. But, the author doesn’t advise readers on how to become more emotionally intelligent so overall I’d say, read this book if you’re looking for better approaches to sales interactions but don’t expect to learn anything about improving your EQ.

[Brian Kurzhal · Rating 5 out of 5]

This book isn't just for sales professionals. It should prove quite helpful to anyone seriously seeking to improve their work performance and working relationships. In her book, Emotional Intelligence for Sales Success, author Colleen Stanley offers valuable insights, tips, and scripts in the art of negotiation and people skills.

[Jay French · Rating 3 out of 5]

I liked the short topics, and the “action tips” for self improvement in these areas. What you find here are about what you expect if you’ve read sales books and EQ books (and books on introverts, not so strangely). I found the organization and the writing very good for this type of book, and would recommend it as a good review of process steps, attitudes, etc.

[Kristen Stez · Rating 3 out of 5]

There wasn't much here that I did not already know. It seemed like an exercise in pointing out the obvious; however, it might be a good read for absolute beginners on the topic of emotional intelligence.

[حمود السديري · Rating 5 out of 5]

لاغنى عنه لمن يعمل في مجال المبيعات وإدارة المبيعات وقيادة فرق البيع
طرق ناعمة خارجة عن إطار التقنيات الصلبة لمهارات البيع
باختصار الكتاب يجيب عن لماذا لايطبق مسؤول البيع مهارات البيع السائدة؟
هو لا يخترع أساليب جديدة ولكن يحاول أن يشرح كيف نكون واعين بمشاعرنا وعواطفنا قبل وأثناء العملية البيعية.

[Wesley K. Brown · Rating 3 out of 5]

For me, this book provided context around the topic of emotional intelligence. It went on to tie in best practices for professional salespeople and the sales process of guiding prospects to become partner-clients.

[Edith Renick · Rating 4 out of 5]

The Title (Mostly) Says it All

Helps one think about getting personal with clients and why that is Important. Pushed me to think about connection. Not a lot of deep exercises on making that happen.

[Landon Fox · Rating 5 out of 5]

The best( and only if you’re gonna read one) sales book. Masterful communicates and instills the greatest skills for success in profession/business selling. Even took a class based around this book in college.

[Allen Mccormick · Rating 5 out of 5]

Started and finished the book as an audio book, I then purchased the ebook as a reference, lots of great material.

[S.Singh · Rating 3 out of 5]

Worth reading- issue was too much information- more theory than practical.

[Philip Parker · Rating 5 out of 5]

Excellent Insight into the Soft Skills that Impact Sales and Life Success.

[Dennis · Rating 4 out of 5]

Some nuggets of goodness

[Rick Davis · Rating 3 out of 5]

The book is filled with good tips on how to analyze the sales approach from an emotional intelligence perspective and then apply the tips.

[Mohammad Rafay · Rating 4 out of 5]

A wonderful guide to the learners in the sales field. Read, repeat and you can feel it.

[Nurhan Abdel Moeen · Rating 1 out of 5]

غير مفيد علي الإطلاق
مفيش بربع جنية معلومات
ممل جدا
مكملتوش!!

[Taylor Riggins · Rating 5 out of 5]

Eye opening and helpful for increasing self awareness. Thought provoking and provides actionable steps to help you conduct more effective meetings and better connect with clients and prospects.

[Alex Batali · Rating 4 out of 5]

There were a lot of great leadership tips in this book

[Arye Tapia · Rating 3 out of 5]

3.5-4
Actionable items and good ‘lines’

[Janet K · Rating 4 out of 5]

very much enjoyed this, there was a lot of good information.

[Kelyn Carney · Rating 3 out of 5]

Good info, a little repetitive

[Casey Humphreys · Rating 4 out of 5]

Really liked this book and its perspective on selling - showed just how soft skills can translate into actual sales numbers and closing deals rather than just the hard sales skills

[Trish · Rating 5 out of 5]

Quite possibly the best sales book I have ever read (listened to). I loved it so much I listened to again as soon as I finished.