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

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 Follo

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. 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. 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. You’ll learn:How to answer the 5 Most Important Questionsin Sales
The traditional selling skill set—controlling the sales process, commanding product knowledge, and nailing a great pitch—is now all but obsolete. You'll learn how to reach ultra-high sales performance and consistently crush your number. 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. 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 fie

The Impact of EQ on Buyer Psychology SalesEQ is a deep-dive into how the brain works, and how that effects sales opportunities and pipelines. Of the four types of intelligence studied, the author focuses on EQ (emotional intelligence) as playing the most significant role in the sales process.His observation is that “buyers are starved for human interaction” so knowing that, a salesperson with high EQ can better manage the sales conversation, the emotions of both the buyer and themselves, and thereby increase the probability for closing the deal.Many suggestions are given in the book for improving your intrapersonal skills (managing y. Great Companion Piece to Fanatical Prospecting Great companion piece to Fanatical Prospecting. These two books are must reads for our sales team. I received Fanatical Prospecting as a gift in November 2016 and the following 6 months I saw the largest growth in my personal book of business. With Sales EQ I'm continuing to see both sales growth as well as improvement with my current client relations. Jeb's books are gold.. It's very nice to see positive results within days because I'm more J M I've recently read Sales EQ and Fanatical Prospecting. I had 65 pages cornered between both books.The wisdom given and techniques presented have filled gaps of all sizes (read: large) in my sales process. It's very nice to see positive results within days because I'm more efficient AND effective.The knowledge contained in Sales EQ and FP are worth multiples - if not orders of magnitude - more than the purchase price.#justeatthefrog and #justbuythisbook