Foreword
WHAT DOES A MARSHMALLOW EXPERIMENT have to do with sales success? That’s exactly what I wondered when Colleen Stanley started talking at the sales conference about a study where kids were told they could have one marshmallow now or two if they’d wait a few minutes.
As it turns out, their ability to delay immediate gratification had a huge impact on their success in school. And, as Colleen explained, salespeople who avoid premature closing succeed much more often than those who can’t.
Whoa! I thought. This lady is onto something. Then, when she started talking about the multiple aspects of emotional intelligence (EI), I knew she’d found the “missing link.”
Salespeople with low EI frequently sabotage themselves, even after the best sales ...
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