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Sales EQ

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
Written by: Jeb Blount
Narrated by: Jeb Blount
Length: 9 hrs and 2 mins
4.5 out of 5 stars (50 ratings)

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Publisher's Summary

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.

What members say

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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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one of my favorites

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

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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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Understanding yourself then the buyer

Jeb makes an incredible job at demonstrating what, when, how and why emotionnal reaction arise during a sale cycle. He shares master tip to become an ultraperformer buy controle yourself so you stop producing e.otionnal reaction just like your prospect. Tge greats knows how to listen that why they close so MANY DEALS

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  • Joe
  • 2017-07-20

Effective Approach to EQ Sales Mastery

Would you listen to Sales EQ again? Why?

I learned a while back how my "disruptive emotions" (although I didn't call it that) derailed prospecting, demos, and closes. I used to visibly freak out when prospects would shout or raise their voice loudly when price or some other objection (or complaint because not every complaint is an objection) was brought up. I overcame this hurdle by having the customer success reps (thank you Jackson) and interns yell (roll play) at me till I became more comfortable in that situation. Jeb deftly navigates and illustrates how sales reps in today's selling environment have to control their "disruptive emotions". This will take role playing, experience, and sales activity to overcome. An excellent reminder that I'm going to write down on our company's whiteboard is "Salespeople can't be delusional and successful" at the same time. Our "fight or flight" brains will try everything to stop us. That's why understanding how our brains work on the psychological level is so important.

This is the most critical muscle skill to build in sales: THE ABILITY TO LISTEN.

Far too many salespeople don't listen, can't shut up, think they need to fill in the gaps when prospects are talking, etc. The point is simple: Talking too much is poison. Salespeople continually lose prospects and deals because they don't shut up. I love that Jeb really hits home on this, because there are so many sales books that preach good advice, but none of that works if you can't shut up. None. Zero. You're finished in sales if you can't listen, ask questions, and then ask follow up questions to the original question. Thank you Jeb for spending the time to dive into this. On a very simple, but effective approach I would practice with my daughter on extracting information, because kids typically only give one worded answers. This framework is basically the same with real life prospects. You are just getting to know them and what they care about.

Example: Me and Little A (daughter)

Me: "How was school today?"

Little A: "Great"

Me: "Why was it so great?"

Little A: "My teacher was so awesome and she loves me."

Me: "Cool. What makes her so awesome?"

Little A: "She hugs me and plays handball with me too."

Me: "Cool. What do you like about handball?"

Little A: "The ball is red and round, and plus red is your favorite color."

Me: "Thank you. I appreciate that. What else do you do at school besides handball?"

Little A: "Bible, Music, Math, etc. classes."

Me: "Awesome. How would you rank the classes you just mentioned?"

So, as you can see this could go on for a while, but the process achieves multiple benefits. (1) I really get to know my daughter; (2) I get to spend time with her; (3) She opens up about her day and what she cares about; (4) I get a better understanding of what she likes and doesn't like; (5) We form a deeper emotional bond over the deep interest in each other.

Turn this into sales:

(1) I really get to know my prospect or customer; (2) I get to spend time with them; (3) They typically open up about what priorities they care about; (4) I get a better understanding of what they like or don't like; (5) We form an emotional connection that most salespeople won't do leading me to win the deal over my competitors.

Lastly, there is just too much good stuff in this audiobook. I'm going to have to purchase the hardcover and expense it. : )

Thank you Jeb! Great work, and oh ya for those that haven't read "Fanatical Prospecting" by Jeb it's an awesome companion book to "Sales EQ".

36 of 36 people found this review helpful

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  • Rallsy
  • 2017-07-30

Read it 3 times already! must read

wow, never stop inspiring with his books. can't get enough of Jeb's writing! true inspiration to the sales industry. best advice for genuine sales people  #onemorecall #BeUnstoppable #Heartfelt #Inspiring #Magical #Mindbending #tagsgiving #sweepstakes

15 of 16 people found this review helpful

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  • Anonymous User
  • 2018-08-19

The last half was great

The first half was very fluffy and obvious. The second half was interesting and compelling.

6 of 6 people found this review helpful

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  • Rory Henry
  • 2017-09-15

My New Sales Bible. Already listening a second time!

This is up there with Dale Carnegies "How to win friends and influence people."

I already have recommended it to everyone who is in sales. This is he first Jeb Blount book I've read and I only have hear about Salesgravy.com in passing. I'm a believer in this book! So many great sales methodologies and terms are brought to light. He presents modern day sales and I feel like I can see the matrix.

4 of 4 people found this review helpful

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  • Brendan
  • 2017-07-21

Outstanding Material!!

Would you recommend this audiobook to a friend? If so, why?

Yes, this book is outstanding. I would highly recommend this book to anyone who wants up-to-date material with how deal with buyers/DM/companies in the world today. I found it very helpful. It's not that bullshit super general material either like half the books out there, it's specific and focus material.

Highly recommend to anyone in inside/outside sales, in an executive role, and of course, entrepreneurs.

What about Jeb Blount’s performance did you like?

He narrates it himself which I also appreciate.

4 of 4 people found this review helpful

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  • G. Ranger
  • 2017-08-08

Must Read

Gives You The Tools to significantly increase your win probability in complex and simple deals. Gives insight on why you lost, and won, specific sales in the past.

3 of 3 people found this review helpful

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  • wiconsumer
  • 2018-01-27

Ho-hum book on how to be a high achiever

Would you say that listening to this book was time well-spent? Why or why not?

This books is not awful, but it is 9 hours long and could easily be condensed to 4 or 5 hours without losing any meaningful content.

How would you have changed the story to make it more enjoyable?

If you've read any books on human interactions or had any Dale Carnegie classes, you can skip the first three hours of this book. The author's over use of vaguely applicable quotes from notable others (and occasionally his own) is, at best, annoying and unneeded. Like many self-improvement books, it directs you to online information and resources. However, this book goes to that well too often. It left me feeling like I had been duped into pay $20 for a copy of Jeb marketing materials.

What aspect of Jeb Blount’s performance would you have changed?

Overall the performance was good, though I tend not to like when authors read their own material. At times the energy of the performance was inappropriately high and uncomfortable for the format and material.

If this book were a movie would you go see it?

Not that kind of book.

Any additional comments?

Worth a read or listen as long as your expectations are not excessive or if you've never read any other books on the subject.

6 of 8 people found this review helpful

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  • B Barron
  • 2018-07-11

Life/Game Changer

If you are in this side of the business, listening to Sales EQ is a MUST. This book should be The Bible of Sales. Absolutely amazing piece!

1 of 1 people found this review helpful

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  • Rick Allen
  • 2017-10-30

The last book i read will be the next i read

whay can i say? I'm reading this one again. there was so much information that needs more than an ah ha moment to grasp.

1 of 1 people found this review helpful

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  • Dan M.
  • 2017-08-25

Fantastic, got a read this!

job took me into places that I had never been before and learned new ideas and lessons and sales career spanning 30 years and never even thought to address. this is a fantastic resource and you must not just own it you must learn it and love it!

1 of 1 people found this review helpful