Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
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(as of Sep 28, 2024 00:14:55 UTC – Details)
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% or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top one 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 five most important questions in sales to make it virtually impossible for prospects to say no How to master seven people principles that will give you the power to influence anyone to do almost anything How to shape and align the three 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!
Customers say
Customers find the book excellent, worthwhile, and a good read for any sales level person. They appreciate the insightful, practical content and actionable guidance through relatable story-telling. Readers describe the book as fantastic, covering the basics, tactics, and psychology of a sales process. They also say the writing style is wonderful, easy to read and comprehend, and helps them fully understand their scripts.
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13 reviews for Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
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Amazon Customer –
A must read for anyone involved in sales!
Wonderfully written and jam packed with excellent considerations to take your sales performance to the highest level. The author is clearly a learning expert in the field and I’ll be keeping this book close at hand since there is so much useful actionable material to leverage in my own sales efforts.
Nathan –
Boom! Jeb Does It againâ¦.
Jeb Blount’s book, “Sales EQ,” is a must-read for anyone in the sales profession. Blount masterfully explores the critical role emotional intelligence plays in sales success. He provides practical insights and strategies to enhance one’s EQ, enabling sales professionals to better understand and connect with their clients. Blount’s writing is engaging and backed by real-world examples, making the book both informative and enjoyable. “Sales EQ” equips salespeople with valuable tools to build stronger relationships, close deals, and thrive in the competitive world of sales. It’s a game-changer for those looking to elevate their sales skills.
James Muir –
Accessible and Timeless
As an admitted fan of Jeb Blount it was with great anticipation that I read through Jeb’s eighth sales book – Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. And I was richly rewarded for my effort. I love this book.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.Mastering EmotionSales 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 FactorProduct 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.Progressively PracticalJeb’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 FrontierAs 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.
Gus –
Great inspiration, got lost
I got it before a vacation trip and only ready first 5 chairs and then left it on the plane. What I read was very informative and I want to get it again!
Tyler –
Easy to read and comprehend
This book is great so far! The chapters are broken up by a handful of pages so it makes it easy to put the book down and pick up where you left off or even skip around to different lessons.
Big A –
@Introverts: buy this
As a social introvert, this book was profoundly helpful not just as a business owner but for life in general.I had never been exposed to EQ as a concept. I spent all of my time thinking inward without ever really reading the person.In sales, I was making classic mistakes he points out that donât seem obvious â I was correct, after all â but didnât realize I was making the prospective client feel stupid.I was working with some corporate clientele after reading this, and none of their sales team had read the book. They spent zero time on personas or trying to understand the buyers as people.They focused on pain points. âMake them feel the pain. Talk only about their pain.âWell the company isnât doing so hot. This one book could have changed their entire sales trajectory, but they wouldnât hear any of it (the VP of sales is not about to admit to being wrong).
Joey P –
Another Homerun
What I like most about Jeb is that he provides actionable guidance through relatable story telling and that is once again the case with Sales EQ. Most of the information isn’t new. The best salespeople listen more than they talk, have ample pipeline, and aren’t afraid to ask. But, Jeb sandwiches all of that with years of industry insight. Definitely pick this book up to boost your sales acumen.
Kindle Customer –
Finally, a book that teaches the science behind sales
Incredibly insightful. It teaches you about the psychological levers to win more sales. But more importantly, a science-backed approach to sales that actually works. It’s a book for humans.
Pierre Guay –
Best book of sales I ever read !!!
Jose Argudo Blanco –
Me ha gustado menos que el de Objections del mismo autor.Siempre aprendes algo de Jeb Blount, sin embargo el otro lo vi más aplicable al marketing digital.¿Lo recomiendo?Si te lo puedes permitir sÃ, pues como digo siempre se aprende algo. Ahora si no puedes comprar ambos, yo irÃa a por el de ObjectionsJosé Argudo – autor del libro “Storytelling para textos de venta”
Eduardo Cesar Dantas –
Jeb Blount aborda um tema árido com maestria. Um dos melhores livros sobre habilidades de vendas que li nos últimos anos.
Gregory –
The book at the beginning was a little boring but as i continued my interest increased and it made sense as to why the those initial chapters were discussed. The book has a good amount of sales techniques and was very insightful. The Kindle edition is worth the price.
Reuben –
I will read this book numerous times. I love that it explains human psychology and imdepth about why certain techniques work. This helps reinforce the neccesity to use it. I have noticed the quality of my sales calls increasimg while reading this. To fully absorb this immense book i will read it again amd again to every technique is deeply rooted in my subconcious