{"product_id":"sales-eq-how-ultra-high-performers-leverage-sales-specific-emotional-intelligence-to-close-the-complex-deal-hardcover","title":"Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal - Hardcover","description":"\u003cp\u003eby \u003cb\u003eJeb Blount\u003c\/b\u003e (Author), \u003cb\u003eAnthony Iannarino\u003c\/b\u003e (Foreword by)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eThe New Psychology of Selling\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe 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.\u003c\/p\u003e \u003cp\u003eLegions 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 percent or more of their salespeople miss quota. \u003c\/p\u003e \u003cp\u003eYet, in this new paradigm, an elite group of top 1 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 \u003ci\u003enew psychology of selling\u003c\/i\u003e--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 \u003ci\u003eexperience of buying \u003c\/i\u003efrom them is far more important than products, prices, features, and solutions.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eSales EQ\u003c\/i\u003e, 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: \u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow to answer the \u003ci\u003e5 Most Important Questions\u003c\/i\u003e \u003ci\u003ein Sales\u003c\/i\u003e to make it virtually impossible for prospects to say no\u003c\/li\u003e \u003cli\u003eHow to master \u003ci\u003e7 People Principles\u003c\/i\u003e that will give you the power to influence anyone to do almost anything\u003c\/li\u003e \u003cli\u003eHow to shape and align the \u003ci\u003e3 Processes of Sales\u003c\/i\u003e to lock out competitors and shorten the sales cycle\u003c\/li\u003e \u003cli\u003eHow to \u003ci\u003eFlip the Buyer Script\u003c\/i\u003e to gain complete control of the sales conversation\u003c\/li\u003e \u003cli\u003eHow to \u003ci\u003eDisrupt Expectations\u003c\/i\u003e to pull buyers towards you, direct their attention, and keep them engaged\u003c\/li\u003e \u003cli\u003eHow to leverage \u003ci\u003eNon-Complementary Behavior\u003c\/i\u003e to eliminate resistance, conflict, and objections\u003c\/li\u003e \u003cli\u003eHow to employ the \u003ci\u003eBridge Technique \u003c\/i\u003eto gain the micro-commitments and next steps you need to keep your deals from stalling\u003c\/li\u003e \u003cli\u003eHow to tame \u003ci\u003eIrrational Buyers, \u003c\/i\u003eshake them out of their comfort zone\u003ci\u003e, \u003c\/i\u003e and shape the decision making process\u003c\/li\u003e \u003cli\u003eHow to measure and increase you own Sales EQ using the \u003ci\u003e15 Sales Specific Emotional Intelligence Markers\u003c\/i\u003e\n\u003c\/li\u003e \u003cli\u003eAnd so much more  \u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eSales EQ\u003c\/i\u003e begins where \u003ci\u003eThe Challenger Sale, Strategic Selling, \u003c\/i\u003e and \u003ci\u003eSpin Selling\u003c\/i\u003e leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eSales EQ\u003c\/i\u003e arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).\u003c\/p\u003e\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eTechnology 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 set--controlling the sales process, commanding product knowledge, and nailing a great pitch--is 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 \u003ci\u003eSales EQ\u003c\/i\u003e.\u003c\/p\u003e \u003cp\u003eForget 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. \u003c\/p\u003e\u003cp\u003eSales acceleration specialist Jeb Blount, who \u003ci\u003eForbes\u003c\/i\u003e 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: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eAssess, understand, and raise your Sales EQ\u003c\/li\u003e \u003cli\u003eGain full control over the sales conversation by flipping the buyer script\u003c\/li\u003e \u003cli\u003eDraw buyers into your space, direct their attention, and keep them engaged by disrupting their expectations\u003c\/li\u003e \u003cli\u003eWipe out buyer resistance, conflict, and objections with proven influence frameworks\u003c\/li\u003e \u003cli\u003eLock in micro-commitments and next steps agreements to keep your deals from stalling and accelerate pipeline velocity \u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eIn \u003ci\u003eSales EQ\u003c\/i\u003e, 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.\"\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003ePraise for\u003cb\u003e SALES EQ\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eSales EQ\u003c\/i\u003e 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.' \u003ci\u003eSales EQ\u003c\/i\u003e will help you understand the new standard of sales. I loved this book. Buy it. Bank it!\" \u003c\/p\u003e\u003cp\u003e\u003cb\u003e--Jeffrey Gitomer, \u003c\/b\u003e author of \u003ci\u003eThe Little Red Book of Selling\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"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.\" \u003c\/p\u003e\u003cp\u003e\u003cb\u003e--Deb Calvert, \u003c\/b\u003e author of \u003ci\u003eDISCOVER Questions\u003csup\u003e(TM)\u003c\/sup\u003e Get You Connected\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"In \u003ci\u003eSales EQ\u003c\/i\u003e, 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.\" \u003c\/p\u003e\u003cp\u003e\u003cb\u003e--Mark Hunter, \u003c\/b\u003e author of \u003ci\u003eHigh-Profit Prospecting\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003eTruth! 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.\" \u003c\/p\u003e\u003cp\u003e\u003cb\u003e--Mike Weinberg, \u003c\/b\u003eauthor of \u003ci\u003eNew Sales. Simplified\u003c\/i\u003e. and \u003ci\u003eSales Management. Simplified\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"In \u003ci\u003eSales EQ\u003c\/i\u003e, 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.\" \u003c\/p\u003e\u003cp\u003e\u003cb\u003e--Mark Roberge, \u003c\/b\u003e Senior Lecturer, Harvard Business School; former CRO, HubSpot; and author of\u003ci\u003e The Sales Acceleration Formula\u003c\/i\u003e\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eJEB BLOUNT \u003c\/b\u003eis CEO of Sales Gravy, Inc. He advises many of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer experience, strategic account management, sales, and developing high-performing sales teams. He is the author of eight books, including \u003ci\u003eFanatical Prospecting, People Love You, People Follow You, \u003c\/i\u003e and \u003ci\u003ePeople Buy You.\u003c\/i\u003e\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 320\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.3 x 8.6 x 5.7 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e March 20, 2017\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":51772716581152,"sku":"9781119312574","price":29.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0974\/9764\/5344\/files\/209efea88cd1f657e21be003aa6b4e30.webp?v=1780412342","url":"https:\/\/ebocreations.com\/products\/sales-eq-how-ultra-high-performers-leverage-sales-specific-emotional-intelligence-to-close-the-complex-deal-hardcover","provider":"The E-Book Oasis LLC","version":"1.0","type":"link"}