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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 percent or more of their salespeople miss quota.
Yet, 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 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 5 Most Important Questions in Sales to make it virtually impossible for prospects to say noHow to master 7 People Principles that will give you the power to influence anyone to do almost anythingHow to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycleHow to Flip the Buyer Script to gain complete control of the sales conversationHow to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engagedHow to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objectionsHow to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stallingHow to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making processHow to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence MarkersAnd so much more!
Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling 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.
Sales EQ 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).
From the brand
Jeb Blount is an acclaimed thought leader on sales, leadership, and customer experience, and a global bestselling author of multiple books. Jeb and his team help companies of all sizes accelerate sales productivity through his global training and consulting organization, Sales Gravy.
More Books from Jeb Blount
More Books from Jeb Blount
More Books from Jeb Blount
Publisher : Wiley; 1st edition (March 20, 2017)
Language : English
Hardcover : 320 pages
ISBN-10 : 1119312574
ISBN-13 : 978-1119312574
Item Weight : 2.31 pounds
Dimensions : 5.8 x 1.1 x 8.6 inches
Customers say
Customers find the book easy to read and understand. It provides them with insightful information about the psychology of selling and practical aspects of the sales game. The writing style is well-written and engaging, with relatable examples. However, opinions vary on the storytelling – some find it great and useful, while others feel it’s less engaging and off-topic.
AI-generated from the text of customer reviews
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