Sales Trainers' Series

Lack of emotional intelligence skills is the one of the biggest and overlooked reason for missed revenue goals. Often, salespeople and know what to do; however, in tough selling situations, they let nonproductive emotions take over. They discount too soon, write practice proposals without proper qualification and continue to meet with non-decision makers. Their inability to execute the right selling behaviors during stressful situations lead to poor sales results. When it comes to sales, emotional intelligence skills are every bit important as hard selling skills.

In this interactive presentation, participants will:

• Learn the neuroscience behind effective selling and influence
• Avoid fight or flight responses when meeting with challenging prospects
• Bridge the knowing and doing gap by integrating hard sales skills training and soft skills training
• Learn how specific emotional intelligence skills such as empathy, assertiveness and impulse control directly affect successful sales outcomes
• Discover how to create emotionally intelligent sales cultures that are competitive and collaborative

What's Your Sales EQ?

Dave Stein has worked as a sales representative  sales manager, Director of Worldwide Sales Development, VP of Sales, VP of International Operations, VP of Client Services, sales strategist, and consultant. His hands-on work with businesses ranging from start-ups to the Global 100 provides him with a unique and pragmatic view of sales methodologies, sales training approaches, social selling, and the cultural, behavioral, and operational changes required for corporations to excel at the sales function. Dave’s  first book, How Winners Sell, was a highly-acclaimed commercial success, and he is considered an expert by Sales & Marketing Management, Fast Company,  the New York Times, BusinessWeek, Inc., Fortune,  the Wall Street Journal, Harvard Business Review, and Forbes.

Jonathan Farrington is a keynote speaker, business coach, mentor, author, consultant, and sales strategist, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels.

He is the Senior Partner at Jonathan Farrington & Associates, CEO of Top Sales World and the editor of Top Sales Magazine. Formerly, Jonathan was the CEO of The JFA Group, which he established in 1994 and sold in 2005.

Prior to that, he earned his spurs in some of the most demanding and competitive market sectors – i.e. IT, Telecommunications and Finance. Outstanding achievement at an early stage in his career provided a ‘fast-track’ passage to several board level appointments, working with a number of the largest and most successful international corporations including: IBM, Wang, Legal and General, Andersen Consulting, Litton Industries and The Bank of Tokyo.

Jonathan’s written work has been republished by a host of journals, including The New York Times, The Washington Post and The London Times. He is consistently named amongst the top most influential sales and marketing experts in the world.