- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- Narrated by: Jeb Blount
- Length: 9 hrs and 2 mins
- Unabridged Audiobook
- Release date: 11-07-17
- Language: English
- Publisher: Audible Studios
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!
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Customer ReviewsMost Helpful
By Simon Marley on 31-07-17
A must read for any aspiring sales person
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?
2 of 2 people found this review helpful
Customer ReviewsMost Helpful
By Joe on 20-07-17
Effective Approach to EQ Sales Mastery
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".
14 of 14 people found this review helpful
By Rallsy on 30-07-17
BEST sales book on the market, Blount is a genius
Jeb Blount is phenomenal, his writing is one of a kind. thank you for incredible words on helping my role in sales succeed!
7 of 7 people found this review helpful