Why Salespeople's Lack of Emotional Intelligence Kills A Deal

CRM Radio

There has been a lot said about the Emotional Intelligence (EQ) of our leadership class in corporations, but little said about how the lack of emotional intelligence for salespeople affects sales performance. In this interview, host Paul Petersen speaks with Colleen Stanley, founder of SalesLeadership about the consequences of feeble emotional intelligence on the part of salespeople. They cover:

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• How EQ comes into play during a tough sales call
• The definition of the “Knowing and Doing Gap”
• Why sales reps have to be aware of their EQ or fail
• When emotions take over on the part of the prospect and the sales rep
• When hard selling skills fail and EQ takes over
• The role of empathy and assertiveness
• When sales reps miss non-verbal clues

About our guest:

Colleen Stanley is the founder and president of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. She is the author of two books, Emotional Intelligence For Sales Success, now published in six languages, and Growing Great Sales Teams.