The New Psychology of Selling
The gross sales career is within the midst of an ideal storm. Buyers have extra energy—extra info, extra at stake, and extra management over the gross sales course of—than any time in historical past. Technology is bringing disruptive change at an ever-growing tempo, creating worry and uncertainty that leaves consumers clinging to the established order. Deteriorating consideration spans have made it troublesome to get consumers to take a seat nonetheless lengthy sufficient to “problem,” “train,” “assist,” give “perception,” or promote “worth.” And a relentless onslaught of “me-too” rivals have made differentiating on the attributes of merchandise, providers, and even worth harder than ever.
Legions of salespeople and their leaders are coming nose to nose with a chilly onerous fact: what as soon as gave salespeople a aggressive edge—controlling the gross sales course of, command of product information, an arsenal of know-how, and an amazing pitch—are not ensures of success. Yet that is the place the overwhelming majority of the roughly $20 billion spent annually on gross sales coaching goes. It’s no marvel many corporations are seeing 50 % or extra of their salespeople miss quota.
Yet, on this new paradigm, an elite group of prime M % gross sales professionals are crushing it. In our age of know-how the place info is ubiquitous and purchaser consideration spans are fleeting, these superstars have discovered how you can leverage a new psychology of promoting—Sales EQ—to maintain prospects engaged, create true aggressive differentiation, in addition to form and affect shopping for selections. These prime earners are acutely conscious that the expertise of shopping for from them is way extra necessary than merchandise, costs, options, and options.
In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, methods, and secrets and techniques of the very best incomes salespeople in each business and subject. You’ll study:
- How to reply the H Most Important Questions in Sales to make it nearly unattainable for prospects to say no
- How to grasp S People Principles that provides you with the facility to affect anybody to do virtually something
- How to form and align the O Processes of Sales to lock out rivals and shorten the gross sales cycle
- How to Flip the Buyer Script to realize full management of the gross sales dialog
- How to Disrupt Expectations to tug consumers in the direction of you, direct their consideration, and maintain them engaged
- How to leverage Non-Complementary Behavior to get rid of resistance, battle, and objections
- How to make use of the Bridge Technique to realize the micro-commitments and subsequent steps it’s essential maintain your offers from stalling
- How to tame Irrational Buyers, shake them out of their consolation zone, and form the choice making course of
- How to measure and improve you personal Sales EQ utilizing the 15 Sales Specific Emotional Intelligence Markers
- And a lot extra!
Sales EQ begins the place The Challenger Sale, Strategic Selling, and Spin Selling depart off. It addresses the human relationship hole within the trendy gross sales course of at a time when gross sales organizations are failing as a result of many salespeople have by no means been taught the human expertise required to successfully interact consumers on the emotional degree. Jeb Blount makes a compelling case that gross sales particular emotional intelligence (Sales EQ) is extra important to success than schooling, expertise, business consciousness, product information, expertise, or uncooked IQ; and, gross sales professionals who spend money on creating and enhancing Sales EQ achieve a decisive aggressive benefit within the hyper-aggressive international market.
Sales EQ arms salespeople and gross sales leaders with the device
