• Sales EQ

  • How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
  • By: Jeb Blount
  • Narrated by: Jeb Blount
  • Length: 9 hrs and 2 mins
  • Unabridged
  • Release date: 07-11-17
  • Language: English
  • Publisher: Audible Studios
  • 4.8 (194 ratings)

Regular price: $19.95

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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

Average Customer Ratings

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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.<br/><br/>This is the most critical muscle skill to build in sales: THE ABILITY TO LISTEN.<br/><br/>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. <br/><br/>Example: Me and Little A (daughter)<br/><br/>Me: "How was school today?"<br/><br/>Little A: "Great"<br/><br/>Me: "Why was it so great?"<br/><br/>Little A: "My teacher was so awesome and she loves me."<br/><br/>Me: "Cool. What makes her so awesome?"<br/><br/>Little A: "She hugs me and plays handball with me too."<br/><br/>Me: "Cool. What do you like about handball?"<br/><br/>Little A: "The ball is red and round, and plus red is your favorite color."<br/><br/>Me: "Thank you. I appreciate that. What else do you do at school besides handball?"<br/><br/>Little A: "Bible, Music, Math, etc. classes."<br/><br/>Me: "Awesome. How would you rank the classes you just mentioned?"<br/><br/>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.<br/><br/>Turn this into sales: <br/><br/>(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.<br/><br/>Lastly, there is just too much good stuff in this audiobook. I'm going to have to purchase the hardcover and expense it. : )<br/><br/>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".

8 of 8 people found this review helpful

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BEST sales book on the market, Blount is a genius

Jeb Blount is phenomenal, his writing is one of a kind. thank you for incredible words on helping my role in sales succeed!

3 of 3 people found this review helpful

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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. <br/><br/>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.

2 of 2 people found this review helpful

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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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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.

1 of 1 people found this review helpful

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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

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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.

1 of 1 people found this review helpful

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very insightful

Jeb does a great job of putting you in the mind of a top producer and showing practical steps to breaking down buyer hesitation.

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Fantastic

Very Good Follow Up Book To Fanatical Prospecting. Every Sales Person should listen to this Audible Book to increase their skill set.

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Well worth the time

This book was really good. While the title indicates it is primarily for complex, long cycle sales it is full of solid, and practical insights for anyone in sales. He taps into much of Robert Cialdini's work on persuasion and influence and provides some practical insights into the differences between what buyers are interested in vs. what salespeople focus on. He uses stories that inform and provide examples. There are some parts of the book that truly are focused on long cycle, complex sales but they still have some practical insights to share. I rarely flag a book for a re-read but this is one that I will definitely listen to again so that I can use it to help teach these sales techniques to my sales team. I really liked the Conversion Code for its raw &quot;Do it this way...&quot; feel but this book explains why those techniques can be effective.

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  • Clinton
  • 10-24-17

great book

Awesome book for any top performer looking to level up. Jeb is always on point

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  • Neil
  • 09-29-17

Just what I needed!

I've just started a business that requires me to focus on profitable sales. This is exactly what I need to help me succeed.

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  • JedHoll
  • 09-21-17

Better for some

This book will be very useful to those who are pitching solutions to organisations- less so to consumer facing salespeople

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  • Gordon Blackman
  • 09-04-17

Great Content and Instruction

Jeb makes the subject easy to understand and gives simple, logical instruction in how to make the best of your Sales engagements.
Top class.

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  • Simon Marley
  • 07-31-17

A must read for any aspiring sales person

Would you listen to Sales EQ again? Why?

The insights in this book will take the average sales people to the next level and beyond and remind top performers what they need to keep doing.<br/><br/>There are so many gems in this book you will need to listen again and again. Some of the concepts take time to grasp but once understood you will see how your prospects unconscious processes control their thoughts and actions. It will open up your mind to how your actions and words impact your chances of winning new business.<br/><br/>This book is not for everyone - it's just for the people who want to be in the top 10% of sales people. If that's you I would recommend listening.

What was one of the most memorable moments of Sales EQ?

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  • Kindle Customer
  • 07-18-17

Terrible Narration

This book might be ok in print but the narration is robotic with weird pauses and reading. The emphasis on words is weird so you can't figure out what point he's making. Couldn't get more than half way through.

3 of 6 people found this review helpful

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  • David Holloway
  • 08-24-17

Great sales advice with lots of practical tips

I loved Jeb's first book and happily this one does not disappoint. It tackles some complex issues and makes them logical. I have already implemented a few changes directly as a result of the book and have seen some great early results. Definitely recommended.

0 of 1 people found this review helpful

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  • Amazon Customer
  • 10-21-17

Great content a couple of annoying phrases

This book has some great content and practices that all sales people should learn.
But..... it pushes you to purchase more of his books and drove me a little crazy with repeating the phrase "Ultimate high sales performer"

1 of 1 people found this review helpful