What does it take to connect successfully with somebody you’re trying to “win over”? Colllen Stanley explains in her new book Emotional Intelligence for Sales Leadership(HarperCollins, 2020)
Stanley is the president of SalesLeadership, a sales development firm. She’s been named by Salesforce as one of the top sales influencers of the 21st century and also a Top 30 Global Sales guru. Topics covered in this episode include:
• In hiring, what should you be on against in both yourself and the job candidate? An eye for the “something” missing that you may or may not be able to resolve is one key.
• Exploring a variety of buyer personas, including specifically: The Poker Face prospect, The Nitpicker, and The Glad-Hander. How best to dislodge an incumbent vendor so you can make the sale?
• What is mean by helping a person on your sales team “untell” a story that is hindering that person’s effectiveness.
Dan Hill, PhD, is the author of eight books and leads Sensory Logic, Inc. (https://www.sensorylogic.com). To check out his “Faces of the Week” blog, visit https://emotionswizard.com.