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Sales EQ : the 5 Questions That Matter Most to Closing the Deal.
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 un...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Somerset :
John Wiley & Sons, Incorporated,
2017.
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| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Blount, Jeb. | |
| 245 | 1 | 0 | |a Sales EQ : |b the 5 Questions That Matter Most to Closing the Deal. |
| 260 | |a Somerset : |b John Wiley & Sons, Incorporated, |c 2017. | ||
| 300 | |a 1 online resource (284 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
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| 347 | |a text file |2 rda | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |a Title Page; Copyright; Dedication; Foreword; Chapter 1: The Mysterious Brown Bag; The Lesson of a Lifetime; A Front-Row Seat into the Mind of a UHP; Chapter 2: A Perfect Sales Storm; Meet the Ultra-High-Performance Sales Professional; Note; Chapter 3: The Irrational Buyer; Nail-Biting Suspense; The Answer; The Reason; To Buy Is Human; The Secret Ingredient; Approach Buyers the Way They Buy; Notes; Chapter 4: Pattern Painting, Cognitive Biases, and Heuristics; Pattern Monster; Pattern Painting; Mental Shortcuts; People Act on Emotion and Justify with Logic; Notes. | |
| 505 | 8 | |a Chapter 5: The Four Levels of Sales IntelligenceInnate Intelligence; Acquired Intelligence; A Thirst for Knowledge; Technological Intelligence; Emotional Intelligence; IQ + AQ + TQ + EQ-A Powerful Combination; Notes; Chapter 6: Shaping Win Probability; Poetry; Win Probability Is the First Rule of Ultra-High Sales Performance; Fanatical Prospecting; The Law of Replacement; Disciplined Qualifying; Mapping Stakeholders; Aligning the Three Processes of Sales; Sales EQ and Human Influence Frameworks; Note; Chapter 7: Dual Process; Sales EQ Balances the Scales. | |
| 505 | 8 | |a Four Pillars of Sales-Specific Emotional IntelligenceChapter 8: Empathy; The Foundation of Sales EQ; Empathy Scale; Intentional Empathy; Regulating Empathy; Notes; Chapter 9: Self-Awareness; Self-Awareness Is the Mother of High Sales EQ; Psychometric Assessments; Get a Coach or Mentor; Ask for Feedback; Write Down Your Goals and Plans; 360-Degree Review; Self-Reflection; Notes; Chapter 10: Sales Drive; Developing Drive; Physical Fitness; Develop Mental Toughness; Notes; Chapter 11: Self-Control; Managing Disruptive Emotions; Genesis of Disruptive Emotions; Fight or Flight; Cognitive Biases. | |
| 505 | 8 | |a Developing Self-ControlRise Above Emotion and Choose Your Behaviors; Notes; Chapter 12: Shaping Win Probability Begins with Qualification; Chasing Ugly Deals; Define the Strike Zone; Qualifying Methodologies and Shortcuts; Nine-Frame Qualification Matrix; Measure Every Prospect against Your Ideal Qualified Prospect Profile; Murder Boarding; Note; Chapter 13: Engagement and Micro-Commitments; Testing Engagement; Tune In to Emotions; Micro-Commitments; Leveraging the Value Bias and Consistency Principle; Getting Caught Up in Emotion; Chapter 14: Stalled Deals and Next Steps. | |
| 505 | 8 | |a The Bane of Sales OrganizationsThe Cardinal Rule of Sales Conversations; Getting Past the Next-Step Brush-Off; Ledge; Disrupt; Ask; Chapter 15: Sales Process; Disruptive Emotions Disrupt the Sales Process; Winging It; Complexity Is the Enemy of Execution; No Sales Process; Aligning the Three Processes of Sales; Chapter 16: Buying Process; Mapping the Buying Process; The Danger of Getting Out of Sync; Average Salespeople Dance; Shaping the Buying Process; Get There First; Leverage; Average Salespeople Become Buying Process Puppets; Chapter 17: The Five Stakeholders You Meet in a Deal. | |
| 500 | |a The Higher the Risk, the More Stakeholders Involved. | ||
| 520 | |a 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 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 T... | ||
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Selling |x Psychological aspects. | |
| 650 | 6 | |a Vente |x Aspect psychologique. | |
| 650 | 7 | |a Selling |x Psychological aspects |2 fast | |
| 758 | |i has work: |a Sales EQ (Text) |1 https://id.oclc.org/worldcat/entity/E39PCYqQrQCbJYDr77FkCVbdry |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Blount, Jeb. |t Sales EQ : The 5 Questions That Matter Most to Closing the Deal. |d Somerset : John Wiley & Sons, Incorporated, ©2017 |z 9781119312574 |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=4819024 |z Texto completo |
| 938 | |a EBL - Ebook Library |b EBLB |n EBL4819024 | ||
| 994 | |a 92 |b IZTAP | ||