The Marketing Book Podcast: "Sales EQ" by Jeb Blount

Posted by Douglas Burdett

"Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal" by Jeb Blount 

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Jeb Blount is the author of eight books and among the world’s most respected thought leaders on sales, leadership, and customer experience.

Jeb spends more than 200 days each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe.

Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants.

Jeb has more than 25 years of experience with Fortune 500 companies, small and midsize businesses, and start-ups.

He has been named one of the top 50 most influential sales and marketing leaders , a Top 30 social selling influencer, and a top 10 sales expert to follow on Twitter.

The Host's Perspective:

An alternate, less interesting name for this book could have been “The New Psychology of Selling.”

It’s a book that needed to be written now. Here’s why.

The author explains that the sales profession is in the midst of a perfect storm. Buyers have more power—more tools, more information, more at stake, and more control over the sales process than at any time in history. 

And sellers are coming face to face with a brutal truth: what once gave salespeople a competitive edge like controlling the sales process, product information, and a great pitch—are no longer guarantees of success.

So what are the most successful salespeople doing?

Jeb Blount explains that the key to success in modern sales is not technology, but psychology. Specifically, emotional intelligence.

As you read the book you will gain insight into why your prospective clients take certain actions—or refuse to take those actions—and how to deftly influence their behaviors to increase the probability of closing the deal.

But even more important than understanding the psychology of your customer, the book shows you how to take control of your own emotions and master the psychology of influence within the scope of the sales and buying processes.

Anthony Iannarino, author of the recent bestselling book “The Only Sales Guide You’ll Ever Need” has said that “Sales EQ” is “one of the most important books on sales in the past two decades.”

It is that good.

Listen to the Interview: 

 

Show Notes

"Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal" by Jeb Blount

"Fanatical Prospecting" by Jeb Blount (Marketing Book Podcast interview)

"Pre-Suasion" by Robert Cialdini (Marketing Book Podcast interview)

"The Only Sales Guide You'll Ever Need" by Anthony Iannarino (Marketing Book Podcast interview)

"The Perfect Close: The Secret To Closing Sales" by James Muir

"Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale" by Paul Smith (Marketing Book Podcast interview)

Jeb Blount's Website (JebBlount.com)

All About "Sales EQ".. (SalesGravy.com)

First 2 Chapters of Sales EQ (SalesGravy.com)

About "Sales EQ"

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