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Would you listen to Sales EQ again? Why?
The insights in this book will take the average sales people to the next level and beyond and remind top performers what they need to keep doing.
There are so many gems in this book you will need to listen again and again. Some of the concepts take time to grasp but once understood you will see how your prospects unconscious processes control their thoughts and actions. It will open up your mind to how your actions and words impact your chances of winning new business.
This book is not for everyone - it's just for the people who want to be in the top 10% of sales people. If that's you I would recommend listening.
What was one of the most memorable moments of Sales EQ?
1 of 1 people found this review helpful
Would you listen to Sales EQ again? Why?
I learned a while back how my "disruptive emotions" (although I didn't call it that) derailed prospecting, demos, and closes. I used to visibly freak out when prospects would shout or raise their voice loudly when price or some other objection (or complaint because not every complaint is an objection) was brought up. I overcame this hurdle by having the customer success reps (thank you Jackson) and interns yell (roll play) at me till I became more comfortable in that situation. Jeb deftly navigates and illustrates how sales reps in today's selling environment have to control their "disruptive emotions". This will take role playing, experience, and sales activity to overcome. An excellent reminder that I'm going to write down on our company's whiteboard is "Salespeople can't be delusional and successful" at the same time. Our "fight or flight" brains will try everything to stop us. That's why understanding how our brains work on the psychological level is so important.
This is the most critical muscle skill to build in sales: THE ABILITY TO LISTEN.
Far too many salespeople don't listen, can't shut up, think they need to fill in the gaps when prospects are talking, etc. The point is simple: Talking too much is poison. Salespeople continually lose prospects and deals because they don't shut up. I love that Jeb really hits home on this, because there are so many sales books that preach good advice, but none of that works if you can't shut up. None. Zero. You're finished in sales if you can't listen, ask questions, and then ask follow up questions to the original question. Thank you Jeb for spending the time to dive into this. On a very simple, but effective approach I would practice with my daughter on extracting information, because kids typically only give one worded answers. This framework is basically the same with real life prospects. You are just getting to know them and what they care about.
Example: Me and Little A (daughter)
Me: "How was school today?"
Little A: "Great"
Me: "Why was it so great?"
Little A: "My teacher was so awesome and she loves me."
Me: "Cool. What makes her so awesome?"
Little A: "She hugs me and plays handball with me too."
Me: "Cool. What do you like about handball?"
Little A: "The ball is red and round, and plus red is your favorite color."
Me: "Thank you. I appreciate that. What else do you do at school besides handball?"
Little A: "Bible, Music, Math, etc. classes."
Me: "Awesome. How would you rank the classes you just mentioned?"
So, as you can see this could go on for a while, but the process achieves multiple benefits. (1) I really get to know my daughter; (2) I get to spend time with her; (3) She opens up about her day and what she cares about; (4) I get a better understanding of what she likes and doesn't like; (5) We form a deeper emotional bond over the deep interest in each other.
Turn this into sales:
(1) I really get to know my prospect or customer; (2) I get to spend time with them; (3) They typically open up about what priorities they care about; (4) I get a better understanding of what they like or don't like; (5) We form an emotional connection that most salespeople won't do leading me to win the deal over my competitors.
Lastly, there is just too much good stuff in this audiobook. I'm going to have to purchase the hardcover and expense it. : )
Thank you Jeb! Great work, and oh ya for those that haven't read "Fanatical Prospecting" by Jeb it's an awesome companion book to "Sales EQ".
9 of 9 people found this review helpful
Jeb Blount is phenomenal, his writing is one of a kind. thank you for incredible words on helping my role in sales succeed!
4 of 4 people found this review helpful