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Copyright © 2017 by Jeb Blount. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
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Library of Congress Cataloging-in-Publication Data:
Names: Blount, Jeb, author.
Title: Sales EQ: how ultra high performers leverage sales-specific emotional intelligence to close the complex deal / Jeb Blount.
Description: Hoboken, New Jersey: John Wiley & Sons, Inc., [2017] | Includes bibliographical references and index.
Identifiers: LCCN 2017007060 (print) | LCCN 2017016245 (ebook) | ISBN 9781119312574 (cloth) | 9781119325949 (epdf) | ISBN 9781119325956 (epub)
Subjects: LCSH: Selling. | Emotional intelligence.
Classification: LCC HF5438.25 (ebook) | LCC HF5438.25 .B5683 2017 (print) | DDC 658.8501/9 – dc23
LC record available at https://lccn.loc.gov/2017007060
Air Force Colonel John Boyd, the man who popularized the observe, orient, decide, and act (OODA) loop and perhaps America's Sun Tzu, admonished a U.S. Department of Defense enamored with technology to put certain priorities in the right order. He insisted on “People. Ideas. Technology. In that order.”
Boyd believed strongly that people come first. Technology, therefore, serves people and ideas. Technology isn't and cannot be a substitute for human beings and their resourcefulness, creativity, and ability to forge and leverage relationships.
In a day and age when technology is disrupting and disintermediating entire industries and radically changing life as we know it, there are still a few of us willing to remind you of what's most important – especially when it comes to sales and commercial relationships.
At a time when many technology companies and pundits (usually with an ulterior motive) suggest that “people” are no longer how the game of sales is won or lost, that technology is what matters most, Jeb Blount comes forward with Sales EQ. This extraordinary message about sales-specific emotional intelligence and human relationships will radically improve your sales results and change the way you look at sales.
In Sales EQ, you will gain a deeper understanding of human psychology and influence frameworks. You'll take a journey inside your mind to understand the cognitive biases and disruptive emotions that hold you back in interpersonal relationships and undo your efforts to win deals.
More important, Jeb doesn't leave you hanging with theory. He gives you a precise prescription for leveraging sales-specific emotional intelligence (Sales EQ) to reach ultra-high sales performance – the highest earning echelon of the sales profession.
Jeb believes, correctly so, that ultra-high sales performance begins with taking control of your emotions and mastering the psychology of influence within the scope of the sales and buying processes. Selling is about influencing change, and that starts with changing you and then helping your clients move past status quo.
