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Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal Hardcover – March 20, 2017
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From the Inside Flap
Technology has disrupted the traditional sales process by giving buyers unprecedented access to product and industry information, more control over the sales process, and more choices of products and vendors. The traditional selling skill setcontrolling the sales process, commanding product knowledge, and nailing a great pitchis now all but obsolete. To differentiate yourself from competitors and hold the short-lived attention span of distracted buyers, you need to be a master of emotions, interpersonal skills, influence frameworks, and human relationships. Your transformation to an ultra-high performer begins here in Sales EQ.
Forget about trying to sell people on products, prices, features, and solutions because you sound like every other salesperson and will be ignored by today's savvy buyer. The new ultra-high sales performers blow away sales quotas by creating emotionally satisfying experiences for their buyers. In this game-changing guidebook to the next evolution of selling, you acquire psychological strategies for leveraging human behavior frameworks, heuristics, and cognitive biases to influence buying behaviors. You'll learn how to reach ultra-high sales performance and consistently crush your number.
Sales acceleration specialist Jeb Blount, who Forbes named one of the World's Top 30 Social Selling Influencers, delivers a straightforward, conversational discussion on the ins and outs of his widely proven approach to mastering and closing the complex sale. He brings topics to life with personal stories about his own lessons learned and applying these same techniques to his sales efforts, complete with word-for-word dialogue to prepare you for what you may encounter in the field. There's nothing else to buy with this complete training program, and by the end you will be able to:
- Assess, understand, and raise your Sales EQ
- Gain full control over the sales conversation by flipping the buyer script
- Draw buyers into your space, direct their attention, and keep them engaged by disrupting their expectations
- Wipe out buyer resistance, conflict, and objections with proven influence frameworks
- Lock in micro-commitments and next steps agreements to keep your deals from stalling and accelerate pipeline velocity
In Sales EQ, you get the key that unlocks the secret to shaking irrational buyers out of their comfort zone and leaving them no other choice but to say, "yes."
From the Back Cover
Praise for SALES EQ
"Sales EQ will stun the reader. It presents a pragmatic, easily implementable set of facts, and reverses old world thoughts and sales process with chapters like 'To BUY is Human.' Sales EQ will help you understand the new standard of sales. I loved this book. Buy it. Bank it!"
Jeffrey Gitomer, author of The Little Red Book of Selling
"The best sales techniques, tools, and training will take you absolutely nowhere...unless you also have the Sales EQ to engage buyers first. Jeb Blount gets straight to the heart of selling and explains how sellers can get in sync with their buyers at the human-to-human level that matters most of all."
Deb Calvert, author of DISCOVER Questisons™ Get You Connected
"In Sales EQ, Jeb Blount takes you on an unprecedented journey into what it really takes to master the complex sale. Be prepared to change the way you think about sales."
Mark Hunter, author of High-Profit Prospecting
"Truth! Jeb Blount makes the brilliant and disruptive case that Sales EQ trumps all else and then shows us how to reach ultra-high sales performance in this powerful, game-changing guide."
Mike Weinberg, author of New Sales. Simplified. and Sales Management. Simplified.
"In Sales EQ, Jeb Blount cracks the code on what it really takes to become an ultra-high performer in the sales profession. A must-read for any salesperson."
Mark Roberge, Senior Lecturer, Harvard Business School; former CRO, HubSpot; and author of The Sales Acceleration Formula
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Top Customer Reviews
An alternate, less interesting name for this book could have been “The New Psychology of Selling.”
It’s a book that needed to be written now. Here’s why.
The author explains that the sales profession is in the midst of a perfect storm. Buyers have more power—more tools, more information, more at stake, and more control over the sales process than at any time in history. And sellers are coming face to face with a brutal truth: what once gave salespeople a competitive edge like controlling the sales process, product information, and a great pitch—are no longer guarantees of success. So what are the most successful salespeople doing?
Jeb Blount explains that the key to success in modern sales is not technology, but psychology. Specifically, emotional intelligence. As you read the book you will gain insight into why your prospective clients take certain actions—or refuse to take those actions—and how to deftly influence their behaviors to increase the probability of closing the deal. But even more important than understanding the psychology of your customer, the book shows you how to take control of your own emotions and master the psychology of influence within the scope of the sales and buying processes.
Anthony Iannarino, author of the recent bestselling book “The Only Sales Guide You’ll Ever Need” has said that “Sales EQ” is “one of the most important books on sales in the past two decades.” It is that good.
And to listen to an interview with Jeb Blount about “Sales EQ,” visit MarketingBookPodcast.com
In Sales EQ Jeb Blount tackles a critical, yet probably the most neglected aspect of selling - emotion - and goes on to take important abstract concepts and convert them into usable knowledge and practical steps to help every professional take their game to a higher level.
There is deep wisdom here and Sales EQ is a book that will make you feel both smarter and more fulfilled after having read it.
Sales EQ delves into the emotional aspects of why people buy and why it is so vital that we as sales professionals understand and hone our sales EQ. This means mastering our own emotions as well and understanding and connecting with our customer's. Considerable time is invested in discussing the importance of thinking and feeling from your customer's perspective.
For those who are fans of behavioral economics and cognitive anomalies like I am, there is much in this book for you. Even better, Jeb describes these in very accessible terms and lays everything out in his typical straightforward style.
The Most Important Factor
Product knowledge is no longer sufficient (if it ever was). Connection and human interaction can trump every aspect of the buying/selling dynamic. Jeb articulates four levels of sales intelligence - Innate Intelligence, Acquired Intelligence, Technological Intelligence & Emotional Intelligence - how to combine these four and and why Sales EQ is the most important of all.
Studies from HR Chally & CEB both confirm that you - the salesperson - are the most important factor in determining the outcome of the sale. You are more important than brand, more important than product, more important than service and more important than price. Within the pages of Sales EQ is the both the explanation of why this is true and the actionable advice that will help each of us leverage it to the betterment of both our clients and ourselves.
Jeb's book gets progressively more practical as you read through it. We start with concepts and end with very tactical advice, actions and tips as we graduate to the end. In my opinion this is exactly the right flow and I would argue that Jeb navigates this flawlessly. Heuristics and behavioral economics can become complex yet there is not a single hint of complexity. Jeb's quality as a writer really shines here. Everything flows smoothly and naturally from concept to action.
I am tempted to outline just how practical this becomes but a quick glance at the table of contents will illustrate just how constructive things become. If you came for actionable tips - you'll get it.
The Final Frontier
As technology and process reach parity in every industry, Sales EQ addresses the last mile - the most important mile - of the sales experience. Even if you have mastered everything else, this is where it ultimately lands. Emotional Intelligence is the final and most influential frontier for sales professionals. The information in Sales EQ will be just as valid fifty years from now as it is today - because it's timeless. For that reason I urge every sales professional to read this work and continually hone your own EQ to the betterment of you, your loved ones and your clients.
His observation is that “buyers are starved for human interaction” so knowing that, a salesperson with high EQ can better manage the sales conversation, the emotions of both the buyer and themselves, and thereby increase the probability for closing the deal.
Many suggestions are given in the book for improving your intrapersonal skills (managing your own disruptive emotions) and those interpersonal skills (responding to and managing the emotions of others.) to close the deal, which I found very valuable and applicable.
One specific example Blount cites is that, one reason for a prospect to become disinterested, is the prospect’s amygdala, a part of the brain that ignores boring patterns – like memorized pitches and scripted presentations – and responds to a message that is new, different, or disruptive.
Blount’s observation that many extremely intelligent people fail in the sales profession because they are unable to influence the emotions of others is spot on.
With all the incoming, it’s more difficult today than ever to maintain focus “in the moment” with each prospect. SalesEQ shows you how to shut out distractions, and make a better-quality connection with each prospect.
I highly recommend SalesEQ for any sales professional who has already been trained in sales process. It will help you take the next step, and stand out from the crowd.
Most Recent Customer Reviews
Clear, easy advice to grow your sales.