Sales EQ
Subtitle: how ultra high performers leverage sales-specific emotional intelligence to close the complex deal
By: Jeb Blount
Publisher: Wiley
Published: 2017
Language: eng
Number of pages: 306
ISBN-13: 9781119312574
Subjects: Selling; Emotional intelligence
Notes: Includes bibliographical references (pages 281-287) and index.
Table of contents: title: The mysterious brown bag; title: A perfect sales storm; title: The irrational buyer; title: Pattern painting, cognitive biases, and heuristics; title: The four levels of sales intelligence; title: Shaping win probability; title: Dual process; title: Empathy; title: Self-awareness; title: Sales drive; title: Self-control; title: Shaping win probability begins with qualification; title: Engagement and micro-commitments; title: Stalled deals and next steps; title: Sales process; title: Buying process; title: The five stakeholders you meet in a deal; title: Decision process; title: Do I like you?; title: Flexing to complement the four primary stakeholder personas; title: Sales call agenda framework; title: Do you listen to me?; title: Discovery : sales is a language of questions; title: Do you make me feel important?; title: Do you get me and my problems?; title: Asking : the most important sales discipline; title: Turning around objections; title: Do I trust and believe you?; title: Amache.