The New Psychology of Selling The Sales profession is in the midst of a perfect storm.
You\'ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 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 Techn.
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.
These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions.
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.
Yet, in this new paradigm, an elite group of top 1 percent Sales professionals are crushing it.
It\'s no wonder many companies are seeing 50 percent or more of their salespeople miss quota.
Yet this is where the vast majority of the roughly $20 billion spent each year on Sales training goes.
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.
And a relentless onslaught of me-too competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.
Deteriorating attention spans have made it difficult to get buyers to sit still long enough to challenge, teach, help, give insight, or sell value.
Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
Buyers have more power--more information, more at stake, and more control over the Sales process--than any time in history.
The New Psychology of Selling The Sales profession is in the midst of a perfect storm
