Sales Eq - How Ultra High Performers Leverage Sales Specific Emotional

Informationen zum Autor 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. Klappentext The New Psychology of SellingThe 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 no* How to master 7 People Principles that will give you the power to influence anyone to do almost anything* How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle* How to Flip the Buyer Script to gain complete control of the sales conversation* How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged* How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections* How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling* How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process* How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers* And 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-competitiv...

List of contents

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

Product details

• Authors: J Blount, Jeb Blount, Jeb (Sales Gravy Blount, Blount Jeb, Anthony Iannarino
• Assisted by: Anthony Iannarino (Foreword)
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 16.05.2017
• EAN: 9781119312574
• ISBN: 978-1-119-31257-4
• No. of pages: 320
• Subjects: Social sciences, law, business > Business > Management; Vertrieb, Verkaufen, Business & management, Wirtschaft u. Management, Marketing & Sales, Marketing u. Vertrieb