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Titel: Sales EQ
Auteur: Jeb Blount
ISBN: 9781119312574
Conditie: Als nieuw

Technology has disrupted the traditional sales process by giving buyers unprecedented access to product and industry information, more control over the sales process, and more choices of products and vendors. The traditional selling skill set controlling the sales process, commanding product knowledge, and nailing a great pitch is now all but obsolete. To differentiate yourself from competitors and hold the short-lived attention span of distracted buyers, you need to be a master of emotions, interpersonal skills, influence frameworks, and human relationships. Your transformation to an ultra-high performer begins here in Sales EQ.


Forget about trying to sell people on products, prices, features, and solutions because you sound like every other salesperson and will be ignored by today's savvy buyer. The new ultra-high sales performers blow away sales quotas by creating emotionally satisfying experiences for their buyers. In this game-changing guidebook to the next evolution of selling, you acquire psychological strategies for leveraging human behavior frameworks, heuristics, and cognitive biases to influence buying behaviors. You'll learn how to reach ultra-high sales performance and consistently crush your number.


Sales acceleration specialist Jeb Blount, who Forbes named one of the World's Top 30 Social Selling Influencers, delivers a straightforward, conversational discussion on the ins and outs of his widely proven approach to mastering and closing the complex sale. He brings topics to life with personal stories about his own lessons learned and applying these same techniques to his sales efforts, complete with word-for-word dialogue to prepare you for what you may encounter in the field. There's nothing else to buy with this complete training program, and by the end you will be able to:

• Assess, understand, and raise your Sales EQ


• Gain full control over the sales conversation by flipping the buyer script


• Draw buyers into your space, direct their attention, and keep them engaged by disrupting their expectations


• Wipe out buyer resistance, conflict, and objections with proven influence frameworks


• Lock in micro-commitments and next steps agreements to keep your deals from stalling and accelerate pipeline velocity

In Sales EQ, you get the key that unlocks the secret to shaking irrational buyers out of their comfort zone and leaving them no other choice but to say, ''yes.''

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