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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 |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Somerset :
John Wiley & Sons, Incorporated,
2017.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- 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.
- 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.
- 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.
- 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.
- 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.