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SALES EQ by JEB BLOUNT how ultra high performers leverage sales-specific emotional intelligence to close the complex deal The New Psychology of Selling FROM WILEY

Name: SALES EQ by JEB BLOUNT how ultra high performers leverage sales-specific emotional intelligence to close the complex deal The New Psychology of Selling FROM WILEY
SKU: PRK B 5718
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Jeb Blount. Foreword by Anthony Iannarino

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PRK B 5718

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Binding: Hardcover;

No. of Pages: 320 Pages;

Publisher: Wiley;

Language: English;

ISBN 10: 8126568089;

ISBN 13: 9788126568086

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

The New Psychology of Selling.

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).

CONTENTS:

Chapter 1: The Mysterious Brown Bag -

The Lesson of a Lifetime;

A Front-Row Seat into the Mind of a UHP ;

Chapter 2: A Perfect Sales Storm -

Meet the Ultra-High Performance Sales Professional;

Chapter 3: The Irrational Buyer -

Nail-Biting Suspense;

The Answer;

The Reason;

To Buy is Human;

The Secret Ingredient;

Approach Buyers the Way They Buy;

Chapter 4: Pattern Painting, Cognitive Biases, and Heuristics -

Pattern Monster;

Pattern Painting;

Mental Shortcuts;

People Act on Emotion and Justify with Logic;

Chapter 5: The Four Levels of Sales Intelligence -

Innate Intelligence;

Acquired Intelligence;

A Thirst for Knowledge;

Technological Intelligence;

Emotional Intelligence;

IQ+AQ+TQ+EQ - A Powerful Combination;

Chapter 6: Shaping Win Probability -

Poetry;

Win Probability is the First Rule of Ultra-High Sales Performance;

Fanatical Prospecting;

The Law of Replacement;

Disciplined Qualifying;

Mapping Stakeholders;

Aligning the Three Processes of Sales;

Sales EQ and Human Influence Frameworks;

Chapter 7: Dual Process -

Sales EQ Balances the Scales;

Four Pillars of Sales-Specific Emotional Intelligence;

Chapter 8: Empathy -

The Foundation of Sales EQ;

Empathy Scale;

Intentional Empathy;

Regulating Empathy;

Chapter 9: Self-Awareness -

Self-Awareness is the Mother of High Sales EQ;

Psychometric Assessments;

Get a Coach or Mentor;

Ask for Feedback;

Write Down Your Goals and Plans;

360-Degree Review;

Self-Reflection;

Chapter 10: Sales Drive -

Developing Drive;

Physical Fitness;

Develop Mental Toughness;

Chapter 11: Self-Control -

Managing Disruptive Emotions;

Genesis of Disruptive Emotions;

Fight or Flight;

Cognitive Biases;

Developing Self-Control;

Rise Above Emotion and Choose Your Behaviors;

Chapter 12: Shaping Win Probability Begins with Qualification -

Chasing Ugly Deals;

Define the Strike Zone;

Qualifying Methodologies and Shortcuts;

Nine-Frame Qualification Matrix;

Measure Every Prospect against Your Ideal Qualified Prospect Profile;

Murder Boarding;

Chapter 13: Engagement and Micro-Commitments -

Testing Engagement;

Tune in to Emotions;

Micro Commitments;

Leveraging the Value Bias and Consistency Principle;

Getting Caught Up in Emotion;

Chapter 14: Stalled Deals and Next Steps -

The Bane of Sales Organizations;

The Cardinal Rule of Sales Conversations;

Getting Past the Next-Step Brush-Off;

Ledge; Disrupt;

Ask;

Chapter 15: Sales Process -

Disruptive Emotions Disrupt the Sales Process;

Winging It;

Complexity Is the Enemy of Execution;

No Sales Process;

Aligning the Three Process of Sales;

Chapter 16: Buying Process -

Mapping the Buying Process;

The Danger of Getting Out of Sync;

Average Salespeople Dance;

Shaping the Buying Process;

Get Them First;

Leverage;

Average Salespeople Become Buying Process Puppets;

Chapter 17: The Five Stakeholders You Meet in a Deal -

The Higher the Risk, the More Stakeholders Involved;

Know Your Audience;

Hearts Before Minds;

BASIC;

The One Question Ultra-High Performers Never Ask;

BASIC Mapping;

Chapter 18: Decision Process -

Influencing the Decision Process;

Aligning the Three Processes of Sales;

The Five Questions That Matter Most in Sales;

Aligning Decision Making with Social Proof;

Chapter 19: Do I Like You? -

No Second Chances with First Impressions;

Likability: The Gateway to Emotional Connections;

Connect;

Pitch Slapping;

Ten Keys to Being More Likable;

Connecting Is the Gateway to Lowering Emotional Walls and Discovery;

Chapter 20: Flexing to Complement the Four Primary Stakeholder Personas -

Four Predominant Stakeholder Personas;

Director (DISC Equivalent: Dominant);

Analyzer (DISC Equivalent: Conscientious);

Socializer / Energizer (DISC Equivalent: Influential);

Consensus Builder (DISC Equivalent: Steady);

Style Personas Shift;

Chapter 21: Sales Call Agenda Framework -

Greeting;

Call Objective;

Check Your Stakeholder's Agenda;

Frame the Conversation;

Emotional Contagion: People Respond in Kind;

Chapter 22: Do You Listen to Me? -

Why People Don't Listen;

Four Principles of Effective Sales Conversations;

The Fine Art of Listening;

Active Listening;

Listen Deeply;

Activating the Self-Disclosure Loop;

Chapter 23: Discovery: Sales Is a Language of Questions -

The Tour;

Alpha and Omega;

Joe the Interrogator;

Ask Easy Questions First;

The Power of Open-Ended Questions;

Avoid the Pump and Pounce;

Fluid Dual Process Discovery;

Developing Go-To Questions;

Chapter 24: Do You Make Me Feel Important? -

The Most Insatiable Human Need;

How to Make People Feel Important;

The Law of Reciprocity;

Obligation and Win Probability;

Chapter 25: Do You Get Me and My Problems? -

You can't Differentiate When Everything Looks the Same;

The Age of Transparency;

Do You Get Me?;

People Buy for Their Reasons, Not Yours;

The Power of Language;

Message Matters;

The "So What" Smell Test;

The Fine Art of Bridging;

The Three-Step Bridging Framework;

Chapter 26: Asking: The Most Important Sales Discipline -

Closing;

Afraid to Ask;

The Assumptive Ask;

Shut Up;

Chapter 27: Turning Around Objections -

How Salespeople Create Objections;

Status Quo Bias and Why Buyers Object;

You Cannot Argue Stakeholders Out of an Objection;

Five-Step Objection Turnaround Framework;

Chapter 28: Do I Trust and Believe You? -

Emotional Baggage;

You are Always on Stage;

One Brick at a Time;

Chapter 29: Amache.

ABOUT THE PUBLISHER: Wiley, is an American multinational publishing company that focuses on academic publishing and instructional materials.

ABOUT THE AUTHOR : Jeb Blount Is Ceo of Sales Gravy, Inc. He is among the world's most respected thought leaders on sales, leadership, and customer experience. As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimising talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

He spends more than 200 days each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe. He Advises Many of the Worlds Leading Organizations and Their Executives on the Impact of Emotional Intelligence and Interpersonal Skills on Customer Experience, Strategic Account Management, Sales, and Developing High-performing Sales Teams. He is the author of eight books, including Fanatical Prospecting, People Love You, People Follow You, and People Buy You.

As a business leader, Jeb has more than 25 years of experience with Fortune 500 Companies, small and midsize businesses (SMBs), and start-ups. He has been named one of the top 50 most influential sales and marketing leaders (Top Sales Magazine), a top 30 social selling influencer (Forbes), a top 10 sales expert to follow on Twitter (Evan Carmichael), a top 100 most innovative sales blogger (iSEEit), a top 20 must read-author - People Buy You - for entrepreneurs (YFS Magazine and Huffington Post), one of the 20 high-rated sales author.

FOREWORD BY: Anthony Iannarin, who is the author of The Only Sales Guide You'll Ever Need and Publisher of The Sales Blog.

More Information

More Information
SKU Code	PRK B 5718
Weight in Kg	0.300000
Dispatch Period in Days	3
Brand	Bookwomb
ISBN No.	9788126568086
Author Name	Jeb Blount. Foreword by Anthony Iannarino
Publisher Name	PAN MACMILLAN