An edition of Sales EQ
(2017)
Sales EQ
how ultra high performers leverage sales-specific emotional intelligence to close the complex deal
by Jeb Blount
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Subjects
Selling, Emotional intelligence, Sales management| Edition | Availability |
|---|---|
1
Sales EQ
Oct 30, 2018, Audible Studios on Brilliance, Audible Studios on Brilliance Audio
mp3 cd
1721357882 9781721357888
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WorldCat
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2
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
2017, Wiley & Sons, Incorporated, John
in English
1119325943 9781119325949
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3
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
2017, Wiley & Sons, Incorporated, John
in English
1119325951 9781119325956
|
zzzz
Libraries near you:
WorldCat
|
|
4
Sales EQ: how ultra high performers leverage sales-specific emotional intelligence to close the complex deal
2017, Wiley
in English
1119312574 9781119312574
|
aaaa
Libraries near you:
WorldCat
|
Book Details
Table of Contents
The mysterious brown bag
A perfect sales storm
The irrational buyer
Pattern painting, cognitive biases, and heuristics
The four levels of sales intelligence
Shaping win probability
Dual process
Empathy
Self-awareness
Sales drive
Self-control
Shaping win probability begins with qualification
Engagement and micro-commitments
Stalled deals and next steps
Sales process
Buying process
The five stakeholders you meet in a deal
Decision process
Do I like you?
Flexing to complement the four primary stakeholder personas
Sales call agenda framework
Do you listen to me?
Discovery : sales is a language of questions
Do you make me feel important?
Do you get me and my problems?
Asking : the most important sales discipline
Turning around objections
Do I trust and believe you?
Amache.
Edition Notes
Includes bibliographical references (pages 281-287) and index.
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| August 5, 2020 | Edited by ImportBot | import existing book |
| May 23, 2019 | Created by MARC Bot | import new book |