Sales EQ: how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal
Publication details: New Delhi Wiley India Pvt. Ltd. 2017 Description: xiv, 306 pISBN: 9788126568086Subject(s): Emotional intelligence | Selling | Selling--Psychological aspectsDDC classification: 658.85019 Summary: SALES EQ HOW ULTRA HIGH PERFORMERS LEVERAGE SALES-SPECIFIC EMOTIONAL INTELLIGENCE TO CLOSE THE COMPLEX DEAL JEB BLOUNT Price 699.00 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-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).| Item type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode |
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Book
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Indian Institute of Management LRC General Stacks | Marketing | 658.85019 BLO (Browse shelf(Opens below)) | 1 | Available | 001007 |
SALES EQ
HOW ULTRA HIGH PERFORMERS LEVERAGE SALES-SPECIFIC EMOTIONAL INTELLIGENCE TO CLOSE THE COMPLEX DEAL
JEB BLOUNT
Price 699.00
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-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).
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