Sales Eq
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Sales Eq
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2017-03-20
Sales Eq written by Jeb Blount and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-03-20 with Business & Economics categories.
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 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).
Sales Eq
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2017-03-02
Sales Eq written by Jeb Blount and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-03-02 with Business & Economics categories.
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 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 tool
Sales Eq
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Author : Jeb Blount
language : id
Publisher: Elex Media Komputindo
Release Date : 2018-03-26
Sales Eq written by Jeb Blount and has been published by Elex Media Komputindo this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-03-26 with Business & Economics categories.
Dewasa ini, agar Anda mampu membedakan diri dan merebut perhatian calon klien, Anda harus menjadi ahli dalam emosi, keterampilan hubungan interpersonal, memengaruhi pola pikir, dan tentunya hubungan manusiawi. Transformasi Anda untuk menjadi ultra-high performer dimulai di sini, di Sales EQ. Spesialis percepatan penjualan Jeb Blount, yang namanya tercatat dalam Worlds Top 30 Social Selling Influencers majalah Forbes, memberikan penjelasan yang tepat sasaran menggunakan contoh diskusi percakapan yang sudah diakui keampuhannya dalam menyelesaikan penjualan yang pelik. Dia mencontohkan secara nyata topik-topik permasalahan penjualan dengan kisah-kisah pribadi, tentang apa yang pernah ia pelajari, teknik-teknik dan usaha penjualan yang pernah ia lakukan, lengkap dengan dialog kata-demi-kata yang akan mempersiapkan Anda menghadapi dunia nyata. Tak ada alasan untuk tidak membeli paket pelatihan lengkap ini, sebab pada akhirnya Anda akan mendapat: Menilai, memahami, dan meningkatkan Sales EQ Anda Meraih kuasa penuh terhadap percakapan penjualan dengan membalikkan skenario pembeli Mendorong pembeli ke wilayah Anda, mengarahkan perhatian mereka, dan mempertahankan fokus mereka dengan mengubah ekspektasi mereka Menghapus resistensi, konflik, dan penolakan pembeli dengan memengaruhi pola pikir mereka Mengunci mikro-komitmen dan melakukan persetujuan selanjutnya untuk menjaga persetujuan agar tidak gagal Dalam Sales EQ, Anda akan mendapat kunci untuk membuka pintu rahasia yang mengoyak pendirian para pembeli irasional dan membuat mereka keluar dari zona nyaman, membuat mereka tak punya pilihan lain selain berkata Ya.
Emotional Intelligence For Sales Success
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Author : Colleen Stanley
language : en
Publisher: AMACOM
Release Date : 2012-11-01
Emotional Intelligence For Sales Success written by Colleen Stanley and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-01 with Business & Economics categories.
Even skilled salespeople buckle in tough selling situations—getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. These fight-or-flight responses are something salespeople learn to avoid when building their emotional intelligence. Sales trainer and expert Colleen Stanley cites studies that show how emotional intelligence (EI) is a strong indicator of sales success--and offers tips on how you can sharpen your skills and expand your emotional toolkit. Increasing your emotional intelligence is a sure way to overcome tough selling encounters. In Emotional Intelligence for Sales Success, you’ll learn: how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts which EI skills are most common among top sales producers, and much more. Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships. Emotional intelligence plays a vital role at every stage of the sales process. From business development to closing the deal, emotional intelligence will drive your performance--and your success.
Igniting Sales Eq
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Author : Lance Tyson
language : en
Publisher: Independently Published
Release Date : 2020-08-17
Igniting Sales Eq written by Lance Tyson and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-08-17 with categories.
Have you ever thought about the potential of a $5 bar of iron? If you've never seen one, there's not much to it. Just a simple rectangle, like a bar of gold bullion, though a heck of a lot less expensive. But just because it's a $5 bar of iron doesn't mean it has to stay that way. There are actually lots of things you can do to increase its value. If you take that $5 bar of iron and melt it down and turn it into horseshoes, you could more than double its value to $12. Not bad. And if you take that $5 bar of iron and turn it into sewing needles, you increase the value to nearly $3500. Pretty good for a $5 bar of iron, right? But get this: if you take that same bar of iron and turn it into watch springs for the finest Swiss watches, you increase its value to $300,000!If you're in the sales game during these times of economic uncertainty, you have your work cut out for you. But the good news is you have a bar of iron ready to be shaped. No, I'm not talking about your product or service. Even in a recession, individuals and businesses still have problems that need solutions. And as long as you have a product or service that's efficient and effective, it has the potential to sell. The bar of iron I'm talking about is your sales team.But to unlock that potential, you need to understand that there are a whole lot of new variables with selling in today's world. Something called COVID-19 changed the rules of the game-maybe not permanently-but for the next decade or so at least. Virtual conferences, limited-capacity sporting events and entertainment venues, online retail, virtual education, video training; new models for our new world are emerging every day. But the bedrock of sales is what it always has been: we sell human to human, or what I call H2H.
Virtual Selling
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2020-07-28
Virtual Selling written by Jeb Blount and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-07-28 with Business & Economics categories.
And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you: How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.
Sales Eq Complete Self Assessment Guide
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Author : Gerardus Blokdyk
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2017-07-26
Sales Eq Complete Self Assessment Guide written by Gerardus Blokdyk and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-07-26 with categories.
Whats the best design framework for Sales EQ organization now that, in a post industrial-age if the top-down, command and control model is no longer relevant? What does Sales EQ success mean to the stakeholders? How can we incorporate support to ensure safe and effective use of Sales EQ into the services that we provide? Is maximizing Sales EQ protection the same as minimizing Sales EQ loss? Are there Sales EQ Models? Defining, designing, creating, and implementing a process to solve a business challenge or meet a business objective is the most valuable role... In EVERY company, organization and department. Unless you are talking a one-time, single-use project within a business, there should be a process. Whether that process is managed and implemented by humans, AI, or a combination of the two, it needs to be designed by someone with a complex enough perspective to ask the right questions. Someone capable of asking the right questions and step back and say, 'What are we really trying to accomplish here? And is there a different way to look at it?' For more than twenty years, The Art of Service's Self-Assessments empower people who can do just that - whether their title is marketer, entrepreneur, manager, salesperson, consultant, business process manager, executive assistant, IT Manager, CxO etc... - they are the people who rule the future. They are people who watch the process as it happens, and ask the right questions to make the process work better. This book is for managers, advisors, consultants, specialists, professionals and anyone interested in Sales EQ assessment. All the tools you need to an in-depth Sales EQ Self-Assessment. Featuring 615 new and updated case-based questions, organized into seven core areas of process design, this Self-Assessment will help you identify areas in which Sales EQ improvements can be made. In using the questions you will be better able to: - diagnose Sales EQ projects, initiatives, organizations, businesses and processes using accepted diagnostic standards and practices - implement evidence-based best practice strategies aligned with overall goals - integrate recent advances in Sales EQ and process design strategies into practice according to best practice guidelines Using a Self-Assessment tool known as the Sales EQ Scorecard, you will develop a clear picture of which Sales EQ areas need attention. Included with your purchase of the book is the Sales EQ Self-Assessment downloadable resource, which contains all questions and Self-Assessment areas of this book in a ready to use Excel dashboard, including the self-assessment, graphic insights, and project planning automation - all with examples to get you started with the assessment right away. Access instructions can be found in the book. You are free to use the Self-Assessment contents in your presentations and materials for customers without asking us - we are here to help.
People Follow You
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2011-11-15
People Follow You written by Jeb Blount and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-11-15 with Business & Economics categories.
Discover the secrets to influencing the performance of the people you lead Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. In People Follow You managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead. Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. Relevant to middle and high level managers, People Follow You provides a foundation for managing people. Practical lessons help managers employ winning interpersonal skills to move others to take action. Learn how to leverage the basics of interpersonal relationships to inspire others to take action Get a simple and actionable formula for connecting with employees and indirect reports and gaining their buy-in through the use of personal power vs. the power of authority Discover the fundamental on-the-job coaching skills that deliver instant performance improvement Author Jeb Blount is the most downloaded sales expert in iTunes history; his Sales Gravy and Sales Guy audio programs have been downloaded more than 3 million times When all else is stripped away, people don't work for companies, paychecks, perks, or slogans, people work for you. Become a manager people will follow, and lead your team to greater achievements and measurable gains.
Emotional Intelligence For Sales Leadership
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Author : Colleen Stanley
language : en
Publisher: HarperCollins Leadership
Release Date : 2020-06-16
Emotional Intelligence For Sales Leadership written by Colleen Stanley and has been published by HarperCollins Leadership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-06-16 with Business & Economics categories.
The best way to get ahead in sales is by developing the critical soft skills that will enable you not just survive but thrive. Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Sales leadership expert Colleen Stanley shows how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. In Emotional Intelligence for Sales Leadership, Colleen provides sales secrets that: Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team. Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills. Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams. Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales.
Emotional Intelligence Training For Sales Success
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Author : Kevin Walker
language : en
Publisher: Kevin Walker
Release Date : 2020-06-11
Emotional Intelligence Training For Sales Success written by Kevin Walker and has been published by Kevin Walker this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-06-11 with Education categories.
Don't Ever Want To Lose Out On Achieving Super Success In Sales On Account Of Poor Training For Leveraging Emotions For Successful Selling? Then Read On. Are you one of those people who find it difficult to cope with your surging emotions when it comes to crunch situations in sales? Do you feel that your sales career would change considerably for the better if you could improve your interpersonal skills? Have you always been awed at the site of some people being able to sell comfortably to the most difficult of customers in the most difficult of sales situations? Would you like to be one of those people? Do you also worry about your poor emotional maturity and panicky behavior becoming a stumbling block in your personal and professional growth in a sales career? What if you were told that you could find a great way of managing your emotional lack of control by leveraging the same emotions to achieve sales accelerations? Do you think that there is nothing upon the face of this world that would help you conquer your apparent ineptitude in achieving great sales? Then this book is what squarely addresses your concerns. You need to look no further than this masterfully created tome about Emotional Intelligence Training for Sales Success that explains how you can overcome your sales- stalemate by holistically addressing the source of the problem and making you familiar with the paradigm redefining concept of leveraging emotional intelligence for extraordinary sales performance. Sure, there are a million articles and many books out there that make similar claims, but those are nothing more than just claims. Understanding emotional intelligence training for sales involves the study of the human mind, which anyone will tell you is in the realm of the highest science. This book has referenced the latest scientific advances that are peer validated and accepted as relevant facts by the scientific community. In this book, you get to: Understand the link between emotional intelligence and sales Understand what it takes to be an emotionally intelligent salesperson Understand how to enhance emotional intelligence Understand why emotional intelligence equals high emotional sales Get this book NOW, learn how to be an effective salesperson, connect with prospects, and leverage the right side of the brain to achieve unprecedented success in sales!