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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
It dismisses traditional canned approaches to sales. It forces to to look in inside yourself and understand why you lost sales in the past and gives you a road Map to future success!