A critic review about the Sales book Sales EQ.
Jeb Blount
With almost 25 years of experience and being amongst the top 50 most influential Sales and marketing leaders, Jeb has some amazing recognitions to his name. He is the best-selling author of 8 books and known as the most respected author for his great views on sales and marketing. Recognitions you may ask:
one of the Top 30 social selling influencer by Forbes.
one of the Top 10 Sales expert to follow on twitter by Evan Carmichael
one of the Top 100 most innovative sales blogger by iSEEit
one of the Top 20 must read authors by Huffington Post.
Jeb is one of the most demanded motivational speakers and that involves him traveling 260 days out of 365 days in a year traveling to different areas around the globe to give speeches to sales leaders. His books include Sales EQ, People love you, People follow you, People buy you, Sales guy’s 7 rules for outselling the recession, Business expert guide to small business success and power principles.
In this book, he has beautifully related all the scenarios and presented us with the real secret to improving sales productivity and gaining profits. As everyone knows Sales is no cakewalk and the same Jeb has conveyed us with some high power perspectives and gains.
Available as: Hard Cover, Audio Book
No. of pages: 320 pages
Language: English
Published Date: March 20th, 2017
ISBN: 978-1119312574
Introduction
CHAPTER 1
The Mysterious Brown Bag
CHAPTER 2
A Perfect Sales Storm
CHAPTER 3
The Irrational Buyer
CHAPTER 4
Pattern Painting, Cognitive Biases and Heuristics
CHAPTER 5
The Four Levels Of Sales Intelligence
CHAPTER 6
Shaping Win Probability
CHAPTER 7
Dual process
CHAPTER 8
Empathy
CHAPTER 9
Self Awareness
CHAPTER 10
Sales Drive
CHAPTER 11
Self-Control
CHAPTER 12
Shaping Win Probability Begins With Qualification
CHAPTER 13
Engagement With Micro-Commitments
CHAPTER 14
Stalled Deals and Next Steps
CHAPTER 15
Sales Process
CHAPTER 16
Buying Process
CHAPTER 17
The Five Stakeholders You Meet in a Deal
CHAPTER 18
Decision Process
CHAPTER 19
Do I Like You ?
CHAPTER 20
Flexing To Complement The Four Primary Stakeholder Persona
CHAPTER 21
Sales Call Agenda Framework
CHAPTER 22
Do You Listen To Me?
CHAPTER 23
Discovery: Sales Is a Language of Questions
CHAPTER 24
Do You Make Me Feel Important?
CHAPTER 25
Do You Get Me and My Problems?
CHAPTER 26
Asking: The Most Important Sales Discipline
CHAPTER 27
Turning Around Objections
CHAPTER 28
Do I Trust and Believe You?
CHAPTER 29
Amache
All other books deal with how Sales market grow in revenues and how to apply those methods. The old methods implies talking about the product, its features, cost and solution to the problems. But isn’t that what the customers have been listening for so long from every other Salesperson?
That is why we need a different approach to tackle the old, monotonous strategies. This book takes us with the different aspect of playing with customer’s mindset that involves psychological methods to deal with them. The methods involve the interpersonal skills you need to possess, frameworks you need to follow and relationships you need to build.
Sales is a lot about building up trust relationships and that is what we are here to talk about in this book!
So grab the book and let yourself immerse into a different world of Sales.
What does the book deal with?
The book is all about connecting with the buyers on an emotional level. We have all Sales books that tells us inside out about the Sales processes and values to follow but how to connect with them emotionally is what exactly we need to know. Sometimes, according to Jeb, no education, industry or experience can give us the right will which we can get through emotional connect. If, you feel the same, go on with the book to get perspectives on the same.
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