Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
SKU: 60818258206

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

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Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex DealThe 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

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).



Binding Type: Hardcover
Publisher: Wiley
Published: 03/20/2017
ISBN: 9781119312574
Pages: 320
Weight: 1.00lbs
Size: 8.60h x 5.70w x 1.30d
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SKU: 60818258206

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Cyndimp
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Our Yorkie Puppy Loves This Toy!!!
Color: Red
Warning: your pet may become completely obsessed I’ve had this toy for about a year for my Yorkshire Terrier, Gia, and it’s easily the most successful toy purchase I’ve ever made. We even had to replace the first one after she loved it a little too much (chewed the string off), and have since bought more as gifts for friends’ pets. Great toy for small dogs (too fragile for bigger dogs) and active, young cats.) What we love: * Endless engagement: Gia ignores all her other toys and goes straight for this every time * Interactive features: Subtle beeping + changing colored lights + unpredictable rolling patterns keep her hooked * Energy burner: Perfect for indoor play on hardwood floors—she will chase it nonstop * Rechargeable: Battery lasts several hours, even with frequent use * Durability: Holds up well considering how rough she plays Real-life note: Gia will literally bring this toy to me to get me involved—and I have to limit her playtime because she won’t stop on her own. Bottom line: If you have a high-energy dog (or even a playful cat), this isn’t just a toy—it becomes their favorite activity… and possibly their entire personality.
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Paula Hurst
Alexandria, US
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I wanted it to be a good fit
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This toy garnered my dogs attention for a day. We tried it inside but there's too many places it would go under. We tried ot outside and it was powerful enough in the grass so tried concrete patio. My dog lost interest sadly. It wasn't a good product for my dog.
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Rossanne Wankovsky
Belleville, US
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My pup loved it.
Color: Red
“Bought this for my dog Loki and it was an instant hit. He usually loses interest in toys pretty quickly, but this ball kept him entertained way longer than expected. The lights and movement immediately grabbed his attention, and he spent a solid hour chasing, pawing, and carrying it around the house. It’s durable enough for excited play, easy to charge/use, and even survived Loki’s dramatic ‘victory laps’ through the living room. Bonus: it tired him out enough for an actual nap afterward. Definitely worth it for high-energy dogs or curious pets.”
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Great toy to occupy pet
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This ball is super fast, and lasts very long on one charge. It really keeps my cat entertained, he’s just so curious about it. It’s easy to pick out dust any hair it might catch on, it’s rubber material is durable. It’s a stable toy since my cat likes to play roughly.
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Bozeman, US
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Great for Puppies!
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This toy has been a great purchase for my new puppy! He has so much fun playing with it and stays engaged for long periods. While it can move a little fast at first, the adjustable speed settings make it easy to customize. Overall, it’s a fantastic toy that keeps him active, entertained, and happy.
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