{"product_id":"sales-eq-how-ultra-high-performers-leverage-sales-specific-emotional-intelligence-to-close-the-complex-deal-9781119312574","title":"Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal","description":"\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\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Wiley\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 03\/20\/2017\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9781119312574\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 320\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.00lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 8.60h x 5.70w x 1.30d","brand":"Jeb Blount","offers":[{"title":"Default Title","offer_id":36648243232924,"sku":"9781119312574","price":24.65,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_470716a4-41c8-4fee-9cdc-5712df900bef.jpg?v=1603869525","url":"https:\/\/pastforward.org\/products\/sales-eq-how-ultra-high-performers-leverage-sales-specific-emotional-intelligence-to-close-the-complex-deal-9781119312574","provider":"Past Forward","version":"1.0","type":"link"}