Jeb Blount

Sales EQ (eBook, PDF)

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

• Format: PDF

Produktbeschreibung

Sales EQ arms salespeople and sales leaders with the tools to identify their most important emotional intelligence developmental and learning needs and strategies for developing their Sales EQ. Readers learn how to leverage Sales EQ to improve the buying experience and close more deals faster and gain easy to understand and deploy frameworks for human to human interaction developed around the 5 Most Important Questions in Sales: * Do I like you? * Do you listen to me? * Do you make me feel important? * Do you get me and my problems? * Do I trust and believe you? In every interaction with a salesperson and throughout the sales process buyers are asking these five questions of salespeople. When salespeople answer the five questions in the affirmative, it becomes almost impossible for the buyer to say no.

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Produktdetails

• Verlag: John Wiley & Sons
• Seitenzahl: 320
• Erscheinungstermin: 2. März 2017
• Englisch
• ISBN-13: 9781119325949
• Artikelnr.: 47884077

Autorenporträt

JEB BLOUNT is 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 Fanatical Prospecting, People Love You, People Follow You, and People Buy You.

Inhaltsangabe

Foreword Anthony Iannarino xiii

Chapter 1 The Mysterious Brown Bag 1

The Lesson of a Lifetime 2

A Front-Row Seat into the Mind of a UHP 4

Chapter 2 A Perfect Sales Storm 7

Meet the Ultra-High-Performance Sales Professional 9

Chapter 3 The Irrational Buyer 11

Nail-Biting Suspense 12

The Answer 12

The Reason 13

To Buy Is Human 14

The Secret Ingredient 17

Approach Buyers the Way They Buy 18

Chapter 4 Pattern Painting, Cognitive Biases, and Heuristics 20

Pattern Monster 21

Pattern Painting 22

Mental Shortcuts 23

People Act on Emotion and Justify with Logic 24

Chapter 5 The Four Levels of Sales Intelligence 28

Innate Intelligence 29

Acquired Intelligence 30

A Thirst for Knowledge 31

Technological Intelligence 32

Emotional Intelligence 33

IQ + AQ + TQ + EQ--A Powerful Combination 33

Chapter 6 Shaping Win Probability 35

Poetry 36

Win Probability Is the First Rule of

Ultra-High Sales Performance 36

Fanatical Prospecting 38

The Law of Replacement 39

Disciplined Qualifying 40

Mapping Stakeholders 40

Aligning the Three Processes of Sales 41

Sales EQ and Human Influence Frameworks 42

Chapter 7 Dual Process 44

Sales EQ Balances the Scales 45

Four Pillars of Sales-Specific Emotional Intelligence 46

Chapter 8 Empathy 48

The Foundation of Sales EQ 50

Empathy Scale 50

Intentional Empathy 52

Regulating Empathy 54

Chapter 9 Self-Awareness 56

Self-Awareness Is the Mother of High Sales EQ 57

Psychometric Assessments 58

Get a Coach or Mentor 59

Ask for Feedback 60

Write Down Your Goals and Plans 60

360-Degree Review 60

Self-Reflection 62

Chapter 10 Sales Drive 64

Developing Drive 66

Physical Fitness 68

Develop Mental Toughness 70

Chapter 11 Self-Control 72

Managing Disruptive Emotions 73

Genesis of Disruptive Emotions 74

Fight or Flight 77

Cognitive Biases 80

Developing Self-Control 84

Rise Above Emotion and Choose Your Behaviors 93

Chapter 12 Shaping Win Probability Begins with Qualification 95

Chasing Ugly Deals 96

Define the Strike Zone 97

Qualifying Methodologies and Shortcuts 97

Nine-Frame Qualification Matrix 101

Measure Every Prospect against Your Ideal

Qualified Prospect Profile 104

Murder Boarding 107

Chapter 13 Engagement and Micro-Commitments 109

Testing Engagement 110

Tune In to Emotions 111

Micro-Commitments 113

Leveraging the Value Bias and Consistency Principle 114

Getting Caught Up in Emotion 115

Chapter 14 Stalled Deals and Next Steps 118

The Bane of Sales Organizations 119

The Cardinal Rule of Sales Conversations 120

Getting Past the Next-Step Brush-Off 122

Ledge 123

Disrupt 124

Ask 126

Chapter 15 Sales Process 128

Disruptive Emotions Disrupt the Sales Process 129

Winging It 130

Complexity Is the Enemy of Execution 133

No Sales Process 133

Aligning the Three Processes of Sales 137

Chapter 16 Buying Process 139

Mapping the Buying Process 140

The Danger of Getting Out of S