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  • Sales EQ

  • How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
  • By: Jeb Blount
  • Narrated by: Jeb Blount
  • Length: 9 hrs and 2 mins
  • 4.6 out of 5 stars (228 ratings)

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Sales EQ cover art

Sales EQ

By: Jeb Blount
Narrated by: Jeb Blount
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Summary

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!

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio.
©2017 Jeb Blount (P)2017 Audible, Inc.

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What listeners say about Sales EQ

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A must have guide for B2B sales professionals!

The book include great insights and frameworks. Jeb approach is very compelling and makes a lot of sense. Higly recommended fot B2B sales pros..

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2 people found this helpful

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a nice intro to high performance sale

a great book with a lot of content which breaks down methods which are easy to understand.

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    5 out of 5 stars
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Fantastic book!

Excellent book that dove tails well with his other book Fanatical Prospecting. A must read not just for those in sales, but also for entrepreneurs.

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    5 out of 5 stars
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Great Content and Instruction

Jeb makes the subject easy to understand and gives simple, logical instruction in how to make the best of your Sales engagements.
Top class.

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    4 out of 5 stars
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Better for some

This book will be very useful to those who are pitching solutions to organisations- less so to consumer facing salespeople

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1 person found this helpful

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Great content and insight

Great value and excellent content with really useful and practical insight into what can make you a great sales psrson

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1 person found this helpful

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    4 out of 5 stars
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Great book on sales

A must listen for all sales professionals would highly recommend for anyone looking to gain more knowledge

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Great

A good read, the basics done right for those in the industry or out, will help those grasp the importance of knowing your role

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An Honest Review

I did enjoy this book, it is the first audiobook I have ‘read’.

As a salesperson starting out like myself, it is great for understanding how big of a role emotions can play in the job l am in.

Much of this book I will try to incorporate into my own job. It has been a great first book to really get my teeth into and try to understand the role of a salesperson.

Where I thought it fell short

As good as I believe it is to understanding emotion in sales, there are some aspects which I would call
“cliché sales trainer jargon” what I mean by this is; some of the content is very generic, almost filler content. It’s the sort of information I could find from every sales training video and channel on YouTube. Grant Cardone, Gary Vaynerchuk are guilty of this.

I still absolutely loved the book and it is a great achievement for Jeb who narrates the book brilliantly! I have bought the next book ‘fanatical prospecting’ and looking forward to listen to it.

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Great handbook for sales reps and managers!

lots of nice insights. a plethora of good stories and examples. very practical! loved it!

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