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Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal by Jeb Blount (Hardcover, 2017)

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And so much more! Praise for SALES EQ " Sales EQ will stun the reader. Sales EQ will help you understand the new standard of sales. I loved this book. Be prepared to change the way you think about sales.".

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Product Information

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power-more information, more at stake, and more control over the sales process-than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to challenge, teach, help, give insight, or sell value. And a relentless onslaught of me-too competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge-controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch-are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling-Sales EQ-to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You'll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Product Identifiers

Publisher
John Wiley & Sons Inc
ISBN-13
9781119312574
eBay Product ID (ePID)
233244458

Product Key Features

Author
Jeb Blount
Publication Name
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
Format
Hardcover
Language
English
Subject
Marketing
Publication Year
2017
Type
Textbook
Number of Pages
320 Pages

Dimensions

Item Height
223mm
Item Width
143mm
Item Weight
442g

Additional Product Features

Title_Author
Jeb Blount
Country/Region of Manufacture
United States

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item 1 Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligen
AU $44.15
Free postage
item 2 Jeb Blount Sales EQ (Hardback)
AU $49.29
Free postage
item 3 Jeb Blount Sales EQ (Hardback) (US IMPORT)
AU $59.31
Free postage
item 4 NEW BOOK Sales EQ - How Ultra High Performers Leverage Sales-Specific Emotional
AU $53.66
+AU $9.95 postage
item 5 Sales EQ: How Ultra High Performers Leverage Sales-Specific Emoti by Blount, Jeb
AU $62.99
+AU $9.98 postage
item 6 The Ultimate Guide to Leveraging Sales Specific, Blount..
AU $83.22
Free postage

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5 out of 5 stars
by moore8al15 Mar, 2018
Jeb Blount
Great author- also purchased fanatical prospecting
Verified purchase: Yes | Condition: New
5 out of 5 stars
by jievan_4007 Oct, 2023
Good value
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Verified purchase: Yes | Condition: Pre-owned

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Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal by Jeb Blount (Hardcover, 2017)

About this product

Product Information

Product Identifiers

Product Key Features

Dimensions

Additional Product Features

All listings for this product

item 1 Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligen

item 2 Jeb Blount Sales EQ (Hardback)

item 3 Jeb Blount Sales EQ (Hardback) (US IMPORT)

item 4 NEW BOOK Sales EQ - How Ultra High Performers Leverage Sales-Specific Emotional

item 5 Sales EQ: How Ultra High Performers Leverage Sales-Specific Emoti by Blount, Jeb

item 6 The Ultimate Guide to Leveraging Sales Specific, Blount..

Ratings and reviews

Most relevant reviews

Jeb Blount

Good value

Best Selling in Adult Learning & University

Australian Guidebook for Structural Engineers by Lonnie Pack (Paperback, 2019)

Eduqas GCSE (9-1) Religious Studies Route B: Catholic Christianity and Judaism by Deirdre Cleary, Andrew Barron, Joy White, Patrick Harrison (Paperback, 2017)

Time Management by Peter Quarry (Paperback, 1986)

The Ethnic Cleansing of Palestine by Ilan Pappe (Paperback, 2007)

Save on Adult Learning & University

The Australian Native Bee Hive Book: Keeping Stingless Sugarbag OATH Tim Heard

Weed Forager's Handbook: A Guide to Edible and Medicinal Weeds in Australia by A

Netter Atlas of Human Anatomy: Classic Regional Approach

The Indoctrinated Brain: How to Successfully Fend Off the Global Attack on Your

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