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  • Sales EQ

  • How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
  • Auteur(s): Jeb Blount
  • Narrateur(s): Jeb Blount
  • Durée: 9 h et 2 min
  • 4,7 out of 5 stars (125 évaluations)

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Sales EQ

Auteur(s): Jeb Blount
Narrateur(s): Jeb Blount
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Description

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% or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top one 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 five most important questions in sales to make it virtually impossible for prospects to say no 
  • How to master seven people principles that will give you the power to influence anyone to do almost anything 
  • How to shape and align the three 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!  

©2017 Jeb Blount (P)2017 Audible, Inc.

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Ce que les auditeurs disent de Sales EQ

Moyenne des évaluations de clients
Au global
  • 4.5 out of 5 stars
  • 5 étoiles
    98
  • 4 étoiles
    23
  • 3 étoiles
    2
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Performance
  • 4.5 out of 5 stars
  • 5 étoiles
    78
  • 4 étoiles
    16
  • 3 étoiles
    2
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  • 1 étoile
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Histoire
  • 4.5 out of 5 stars
  • 5 étoiles
    74
  • 4 étoiles
    17
  • 3 étoiles
    4
  • 2 étoiles
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  • 1 étoile
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Filtrer
  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Best Intermediate/Advanced Sales Book out there

I've been in sales for over a decade and you tend to get a rehash of the same concepts spun different ways - Challenger, Spin, etc.

This takes that to heart but adds a layer of real world scenarios and a collection of psychological studies (which I've heard/read about independent of this book) to bring together a toolkit that's worth listening to on the way to a sales meeting as friendly reminders. #Audible1

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2 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

one of my favorites

This is a great audio book, I can highly recommend it to you! :) #audible1

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1 personne a trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • MK
  • 2023-02-14

Very in-depth and through book for sales professionals

Great book with tons of knowledge nuggets. Excellent structure and thought process provoking action and guidance with the aid of amazing examples.

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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Good listen!

Jeb Blount has the smooth voice of Wil Wheaton. This is a really great listen!

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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Great book, a lot of common sense

As someone who’s not in sales and is just starting my own business this was really interesting. I actually cane away from this thinking I’m doing a great job at sales because I don’t do the many things that traditional sales people tend to struggle with. For example, discover and listen first before offering a solution, seems like common sense, but apparently most sales people skip this step. Also don’t be boring. Don’t talk about yourself, it’s about the client. But I did learn some new stuff, I’d never considered practicing sales calls or thinking ahead about client objections.

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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Comprehensive Overview of the Sales Process

I am not a fan of most sales books and training, however I was pleasantly surprised with this book. It started a little slow, but it was a very comprehensive, realistic, and credible guide to sales.

My only criticism is that it is broad and some subjects areas lack detail. There is only so much that you can fit into one book. It is a great overview and it is worthwhile following up on specific areas in more detail.

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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Wonderful wisdom about life, not just about sales

It is hard to find good books and seminars about sales, since so much of the rhetoric is flashy, tricky, manipulative, techno-based or glitzy. This book, on the other hand, is outstanding. It never forgets that the fundamental principle is trust. There is a lot of wisdom in this book. It was a real joy to listen to. People in many diverse fields of life can benefit from the insights and the calmness that pervades it all.

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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Enlightening & Insightful

There’s always more we can learn, and wanting to be the best requires a constant thirst for knowledge and a desire to improve. Humans are extremely complex, and Jeb explains practical ways to navigate our own mindset and a more valuable connection and relationship with prospects that I’ll be applying actively. This book is one that I will be returning to frequently to apply it’s teaching and also as a course correction resource for my career.

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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

from the first few chapters

I loved it, each chapter was helpful, and each gave me a little more to step up my skills, a little extra, thanks for writing this!

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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Awesome book!

Definitely a great sales audiobook that you can refer back to again and again. Easy to listen too and I learned a lot already.

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