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Sales EQ

Sales EQ Book
Author : Jeb Blount
Publisher : John Wiley & Sons
Release : 2017-03-20
ISBN : 1119312574
Language : En, Es, Fr & De

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Book Description :

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. 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. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. 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. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. 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. 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 Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Sales EQ

Sales EQ Book
Author : Jeb Blount
Publisher : Elex Media Komputindo
Release : 2018-03-26
ISBN : 6020452859
Language : En, Es, Fr & De

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Book Description :

Dewasa ini, agar Anda mampu membedakan diri dan merebut perhatian calon klien, Anda harus menjadi ahli dalam emosi, keterampilan hubungan interpersonal, memengaruhi pola pikir, dan tentunya hubungan manusiawi. Transformasi Anda untuk menjadi ultra-high performer dimulai di sini, di Sales EQ. Spesialis percepatan penjualan Jeb Blount, yang namanya tercatat dalam World’s Top 30 Social Selling Influencers majalah Forbes, memberikan penjelasan yang tepat sasaran menggunakan contoh diskusi percakapan yang sudah diakui keampuhannya dalam menyelesaikan penjualan yang pelik. Dia mencontohkan secara nyata topik-topik permasalahan penjualan dengan kisah-kisah pribadi, tentang apa yang pernah ia pelajari, teknik-teknik dan usaha penjualan yang pernah ia lakukan, lengkap dengan dialog kata-demi-kata yang akan mempersiapkan Anda menghadapi dunia nyata. Tak ada alasan untuk tidak membeli paket pelatihan lengkap ini, sebab pada akhirnya Anda akan mendapat: • Menilai, memahami, dan meningkatkan Sales EQ Anda • Meraih kuasa penuh terhadap percakapan penjualan dengan membalikkan skenario pembeli • Mendorong pembeli ke wilayah Anda, mengarahkan perhatian mereka, dan mempertahankan fokus mereka dengan mengubah ekspektasi mereka • Menghapus resistensi, konflik, dan penolakan pembeli dengan memengaruhi pola pikir mereka • Mengunci mikro-komitmen dan melakukan persetujuan selanjutnya untuk menjaga persetujuan agar tidak gagal Dalam Sales EQ, Anda akan mendapat kunci untuk membuka pintu rahasia yang mengoyak pendirian para pembeli irasional dan membuat mereka keluar dari zona nyaman, membuat mereka tak punya pilihan lain selain berkata ‘Ya’.

Emotional Intelligence for Sales Leadership

Emotional Intelligence for Sales Leadership Book
Author : Colleen Stanley
Publisher : HarperCollins Leadership
Release : 2020-06-16
ISBN : 1400217733
Language : En, Es, Fr & De

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Book Description :

Develop the critical soft skills required for high-performance sales… Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales. Emotional Intelligence for Sales Leadership: Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team. Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills. Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams. Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors.

INKED

INKED Book
Author : Jeb Blount
Publisher : John Wiley & Sons
Release : 2020-01-07
ISBN : 1119540542
Language : En, Es, Fr & De

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Book Description :

Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and more control over the buying process—they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer—along with your company’s growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. You’ll learn: Seven Immutable Rules of Sales Negotiation Why “Win-Win” Usually Means “You-Lose” The One Rule of Sales Negotiation You Must Never Break How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles Seven Principles of Effective Sales Negotiation Communication How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table How to Protect Yourself from the Psychological Games that Buyers Play With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve. INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. You’ll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.

The EQ Edge

The EQ Edge Book
Author : Steven J. Stein,Howard E. Book
Publisher : John Wiley & Sons
Release : 2011-04-05
ISBN : 0470952644
Language : En, Es, Fr & De

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Book Description :

REVISED AND UPDAT ED WITH NEW RESEARCH INTO EQ AND PERSONAL AND CAREER SUCCESS What is the formula for success at your job? As a spouse? A parent? A Little League baseball coach or behind the bench of a minor hockey team? What does it take to get ahead? To separate yourself from the competition? To lead a less stressful and happier existence? To be fulfilled in personal and professional pursuits? What is the most important dynamic of your makeup? Is it your A) intelligence quotient? or B) emotional quotient? If you picked "A", you are partly correct. Your intelligence quotient can be a predictor of things such as academic achievement. But your IQ is fixed and unchangeable. The real key to personal and professional growth is your emotional intelligence quotient, which you can nurture and develop by learning more about EQ from the international bestseller The EQ Edge. Authors Steven J. Stein and Howard E. Book show you how the dynamic of emotional intelligence works. By understanding EQ, you can build more meaningful relationships, boost your confidence and optimism, and respond to challenges with enthusiasm-all of which are essential ingredients of success. The EQ Edge offers fascinating-and sometimes surprising-insights into what it takes to be a top law-enforcement officer, lawyer, school principal, student, doctor, dentist or CEO. You will learn what the top EQ factors are across many different kinds of jobs, from business managers and customer service representatives to HR professionals and public servants. The EQ Edge will help you determine which personnel are the right fit for job opportunities and who among your staff are the most promising leaders and drivers of your business. And because all of us have other roles-parent, spouse, caregiver to aging parents, neighbor, friend-The EQ Edge also describes how everyone can be more successful in these relationships. "Finally, a practical and usable guide to what emotional intelligence is all about. This book peels the onion on what EQ really is and teaches the reader to assess their own EQ and how to increase it. This is the holy grail for career success."—Michael Feiner, Professor, Columbia Graduate School of Business and author of The Feiner Points of Leadership

Demonstration houses built with COM PLY products

Demonstration houses built with COM PLY products Book
Author : Gerald A. Koenigshof,Robert H. McAlister,Orville G. Lee
Publisher : Unknown
Release : 1977
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download Demonstration houses built with COM PLY products book written by Gerald A. Koenigshof,Robert H. McAlister,Orville G. Lee, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Forest Service Research Paper SE

Forest Service Research Paper SE Book
Author : Anonim
Publisher : Unknown
Release : 1978
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download Forest Service Research Paper SE book written by , available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Oracle Internals

Oracle Internals Book
Author : Donald K. Burleson
Publisher : CRC Press
Release : 2017-07-27
ISBN : 1135514658
Language : En, Es, Fr & De

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Book Description :

If you are a typical Oracle professional, you don't have the luxury of time to keep up with new technology and read all the new manuals to understand each new feature of the latest release from Oracle. You need a comprehensive source of information and in-depth tips and techniques for using the new technology. You need Oracle Internals: Tips, Trick

Business Essentials

Business Essentials Book
Author : David Vance
Publisher : Cambridge Scholars Publishing
Release : 2019-01-29
ISBN : 1527527484
Language : En, Es, Fr & De

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Book Description :

This book is for the next generation of leaders in business, industry and society, for whom it is important to know where wealth and jobs come from, how the government generates tax revenue and the principles which help society function best. It assumes no prior business knowledge, starting with foundational principles and plunges into important issues in business. It explores questions such as: What is the nature of leadership? What is entrepreneurship? What can financial analysis reveal? How can big data and analytics be used? What strategies are available? Every chapter lists learning objectives allowing the reader to know what to expect. Emphasis boxes throughout the text summarize concepts and provide additional examples. The book assumes no math beyond algebra, but develops quantitative tools through seventy worked equations. Each chapter has a Terms and Concepts section for reference and review. Chapter appendices provide practical information on networking, negotiation, professional dress, consulting, employment, and challenging statistics.

Federal Decisions

Federal Decisions Book
Author : William G. Myer,United States. Supreme Court
Publisher : Unknown
Release : 1886
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download Federal Decisions book written by William G. Myer,United States. Supreme Court, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Raising Capital

Raising Capital Book
Author : David E. Vance
Publisher : Springer Science & Business Media
Release : 2005-04-20
ISBN : 9780387253190
Language : En, Es, Fr & De

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Book Description :

Most small businesses cite lack of capital is a major constraint on growth. "Raising Capital" focuses on non-bank sources of capital since banks only lend to companies that fit a very narrow profile. The topics covered include: (i) capital sources entrepreneurs can tap when they are too small or unusual for banks, (ii) angel investors and venture capital, (iii) where to look for angels, venture capitalists and other capital sources, (iv) how to pitch your company and close the deal, (v) deal terms and issues that arise when negotiating a deal, (vi) going public through an IPO or little known small public offerings, (viii) asset based lenders, and (ix) other financing vehicles including: bond, commercial paper, PIPEs and securitization. The scope of the book ranges from capital for entrepreneurs who have little more than an idea, to capital for top rated companies.

USDA Forest Service Research Paper SE

USDA Forest Service Research Paper SE  Book
Author : Southeastern Forest Experiment Station (Asheville, N.C.)
Publisher : Unknown
Release : 1977
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download USDA Forest Service Research Paper SE book written by Southeastern Forest Experiment Station (Asheville, N.C.), available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Sales Enablement 3 0 The Blueprint to Sales Enablement Excellence

Sales Enablement 3 0  The Blueprint to Sales Enablement Excellence Book
Author : Roderick Jefferson
Publisher : Poppy Court Publishing
Release : 2021-04-23
ISBN : 1736190911
Language : En, Es, Fr & De

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Book Description :

Sales Enablement 3.0 Is Both an Art and Science! There are no magical silver bullets or single approach that will guarantee that you will be successful! There is, however, a formula just like any other success process, program, or tool that requires a combination of practical application, trial and error, mixed with a lot of conversations with Sales leaders to understand their wants, needs, and expectations. At its core Sales Enablement 3.0 is an innovative approach focused on increasing sales productivity through a systematic, personalized, and collaborative approach designed to support buyers that will fuel the conversation economy! This book will provide you with a blueprint that will help you to navigate the twists and turns that will ultimately lead you to designing, deploying, measuring and iterating a world class sales enablement organization.

The Emergence of the Knowledge Economy

The Emergence of the Knowledge Economy Book
Author : Zoltan J. Acs,Henri L.F. de Groot,Peter Nijkamp
Publisher : Springer Science & Business Media
Release : 2013-03-20
ISBN : 3540248234
Language : En, Es, Fr & De

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Book Description :

Knowledge has in recent years become a key driver for growth of regions and nations. This volume empirically investigates the emergence of the knowledge economy in the late 20th century from a regional point of view. It first deals with the theoretical background for understanding the knowledge economy, with knowledge spillovers and development externalities. It then examines aspects of the relationship between knowledge inputs and innovative outputs in the information, computer and telecommunications sector (ICT) of the economy at the regional level. Case studies focusing on a wide variety of sectors, countries and regions finally illustrate important regional innovation issues.

Coaching Winning Sales Teams

Coaching Winning Sales Teams Book
Author : Tim Chapman,Lynn Pickford,Tony Smith
Publisher : Emerald Group Publishing
Release : 2020-04-22
ISBN : 1789734878
Language : En, Es, Fr & De

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Book Description :

Through extensive research into elite coaches in the world of business and sports, this book investigates the mindset, skills and behaviours required to be a top sales coach and provides a range of practical models, tools and techniques for sales leaders and professionals to use.

Emotional Intelligence Training For Sales Success

Emotional Intelligence Training For Sales Success Book
Author : Kevin Walker
Publisher : Kevin Walker
Release : 2020-06-11
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Don't Ever Want To Lose Out On Achieving Super Success In Sales On Account Of Poor Training For Leveraging Emotions For Successful Selling? Then Read On. Are you one of those people who find it difficult to cope with your surging emotions when it comes to crunch situations in sales? Do you feel that your sales career would change considerably for the better if you could improve your interpersonal skills? Have you always been awed at the site of some people being able to sell comfortably to the most difficult of customers in the most difficult of sales situations? Would you like to be one of those people? Do you also worry about your poor emotional maturity and panicky behavior becoming a stumbling block in your personal and professional growth in a sales career? What if you were told that you could find a great way of managing your emotional lack of control by leveraging the same emotions to achieve sales accelerations? Do you think that there is nothing upon the face of this world that would help you conquer your apparent ineptitude in achieving great sales? Then this book is what squarely addresses your concerns. You need to look no further than this masterfully created tome about Emotional Intelligence Training for Sales Success that explains how you can overcome your sales- stalemate by holistically addressing the source of the problem and making you familiar with the paradigm redefining concept of leveraging emotional intelligence for extraordinary sales performance. Sure, there are a million articles and many books out there that make similar claims, but those are nothing more than just claims. Understanding emotional intelligence training for sales involves the study of the human mind, which anyone will tell you is in the realm of the highest science. This book has referenced the latest scientific advances that are peer validated and accepted as relevant facts by the scientific community. In this book, you get to: Understand the link between emotional intelligence and sales Understand what it takes to be an emotionally intelligent salesperson Understand how to enhance emotional intelligence Understand why emotional intelligence equals high emotional sales Get this book NOW, learn how to be an effective salesperson, connect with prospects, and leverage the right side of the brain to achieve unprecedented success in sales!

Virtual Selling

Virtual Selling Book
Author : Jeb Blount
Publisher : John Wiley & Sons
Release : 2020-06-25
ISBN : 1119742773
Language : En, Es, Fr & De

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Book Description :

And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you: How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.

Handbook of Marketing Decision Models

Handbook of Marketing Decision Models Book
Author : Berend Wierenga,Ralf van der Lans
Publisher : Springer
Release : 2017-07-12
ISBN : 3319569414
Language : En, Es, Fr & De

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Book Description :

The Second Edition of this book presents the state of the art in this important field. Marketing decision models constitute a core component of the marketing discipline and the area is changing rapidly, not only due to fundamental advances in methodology and model building, but also because of the recent developments in information technology, the Internet and social media. This Handbook contains eighteen chapters that cover the most recent developments of marketing decision models in different domains of marketing. Compared to the previous edition, thirteen chapters are entirely new, while the remaining chapters represent complete updates and extensions of the previous edition. This new edition of the Handbook has chapters on models for substantive marketing problems, such as customer relationship management, customer loyalty management, website design, Internet advertising, social media, and social networks. In addition, it contains chapters on recent methodological developments that are gaining popularity in the area of marketing decision models, such as structural modeling, learning dynamics, choice modeling, eye-tracking and measurement. The introductory chapter discusses the main developments of the last decade and discusses perspectives for future developments.

The Forum

The Forum Book
Author : Anonim
Publisher : Unknown
Release : 1875
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download The Forum book written by , available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Strategic New Product Development for the Global Economy

Strategic New Product Development for the Global Economy Book
Author : T. Kono,L. Lynn
Publisher : Springer
Release : 2007-01-17
ISBN : 0230599389
Language : En, Es, Fr & De

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Book Description :

New product development is not just about creating successful new products. This book presents a blend of cases, original survey research and theory to show the principles used by successful firms in developing new products and pruning those that hold the company back.