Sales EQ

Sales EQ
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Оглавление

Blount Jeb. Sales EQ

FOREWORD

1. THE MYSTERIOUS BROWN BAG

The Lesson of a Lifetime

A Front-Row Seat into the Mind of a UHP

2. A PERFECT SALES STORM

Meet the Ultra-High-Performance Sales Professional

3. THE IRRATIONAL BUYER

Nail-Biting Suspense

The Answer

The Reason

To Buy Is Human

The Secret Ingredient

Approach Buyers the Way They Buy

4. PATTERN PAINTING, COGNITIVE BIASES, AND HEURISTICS

Pattern Monster

Pattern Painting

Mental Shortcuts

People Act on Emotion and Justify with Logic

5. THE FOUR LEVELS OF SALES INTELLIGENCE

Innate Intelligence

Acquired Intelligence

A Thirst for Knowledge

Technological Intelligence

Emotional Intelligence

IQ + AQ + TQ + EQ – A Powerful Combination

6. SHAPING WIN PROBABILITY

Poetry

Win Probability Is the First Rule of Ultra-High Sales Performance

Fanatical Prospecting

The Law of Replacement

Disciplined Qualifying

Mapping Stakeholders

Aligning the Three Processes of Sales

Sales EQ and Human Influence Frameworks

7. DUAL PROCESS

Sales EQ Balances the Scales

Four Pillars of Sales-Specific Emotional Intelligence

8. EMPATHY

The Foundation of Sales EQ

Empathy Scale

Intentional Empathy

Regulating Empathy

9. SELF-AWARENESS

Self-Awareness Is the Mother of High Sales EQ

Psychometric Assessments

Get a Coach or Mentor

Ask for Feedback

Write Down Your Goals and Plans

360-Degree Review

Self-Reflection

10. SALES DRIVE

Developing Drive

Physical Fitness

Develop Mental Toughness

11. SELF-CONTROL

Managing Disruptive Emotions

Genesis of Disruptive Emotions

Fight or Flight

Cognitive Biases

Developing Self-Control

Rise Above Emotion and Choose Your Behaviors

12. SHAPING WIN PROBABILITY BEGINS WITH QUALIFICATION

Chasing Ugly Deals

Define the Strike Zone

Qualifying Methodologies and Shortcuts

Nine-Frame Qualification Matrix

Measure Every Prospect against Your Ideal Qualified Prospect Profile

Murder Boarding

13. ENGAGEMENT AND MICRO-COMMITMENTS

Testing Engagement

Tune In to Emotions

Micro-Commitments

Leveraging the Value Bias and Consistency Principle

Getting Caught Up in Emotion

14. STALLED DEALS AND NEXT STEPS

The Bane of Sales Organizations

The Cardinal Rule of Sales Conversations

Getting Past the Next-Step Brush-Off

Ledge

Disrupt

Ask

15. SALES PROCESS

Disruptive Emotions Disrupt the Sales Process

Winging It

Complexity Is the Enemy of Execution

No Sales Process

Aligning the Three Processes of Sales

16. BUYING PROCESS

Mapping the Buying Process

The Danger of Getting Out of Sync

Average Salespeople Dance

Shaping the Buying Process

Get There First

Leverage

Average Salespeople Become Buying Process Puppets

17. THE FIVE STAKEHOLDERS YOU MEET IN A DEAL

The Higher the Risk, the More Stakeholders Involved

Know Your Audience

Hearts Before Minds

BASIC

The One Question Ultra-High Performers Never Ask

BASIC Mapping

18. DECISION PROCESS

Influencing the Decision Process

Aligning the Three Processes of Sales

The Five Questions That Matter Most in Sales

Aligning Decision Making with Social Proof

19. DO I LIKE YOU?

No Second Chances with First Impressions

Likability: The Gateway to Emotional Connections

Connect

Pitch Slapping

Ten Keys to Being More Likable

Connecting Is the Gateway to Lowering Emotional Walls and Discovery

20. FLEXING TO COMPLEMENT THE FOUR PRIMARY STAKEHOLDER PERSONAS

Four Predominant Stakeholder Personas

Director (DISC Equivalent: Dominant)

Analyzer (DISC Equivalent: Conscientious)

Socializer/Energizer (DISC Equivalent: Influential)

Consensus Builder (DISC Equivalent: Steady)

Style Personas Shift

21. SALES CALL AGENDA FRAMEWORK

Greeting

Call Objective

Check Your Stakeholder's Agenda

Frame the Conversation

Emotional Contagion: People Respond in Kind

22. DO YOU LISTEN TO ME?

Why People Don't Listen

Four Principles of Effective Sales Conversations

The Fine Art of Listening

Active Listening

Listen Deeply

Activating the Self-Disclosure Loop

23. DISCOVERY. SALES IS A LANGUAGE OF QUESTIONS

The Tour

Alpha and Omega

Joe the Interrogator

Ask Easy Questions First

The Power of Open-Ended Questions

Avoid the Pump and Pounce

Fluid Dual Process Discovery

Developing Go-To Questions

24. DO YOU MAKE ME FEEL IMPORTANT?

The Most Insatiable Human Need

How to Make People Feel Important

The Law of Reciprocity

Obligation and Win Probability

25. DO YOU GET ME AND MY PROBLEMS?

You Can't Differentiate When Everything Looks the Same

The Age of Transparency

Do You Get Me?

People Buy for Their Reasons, Not Yours

The Power of Language

Message Matters

The “So What?” Smell Test

The Fine Art of Bridging

The Three-Step Bridging Framework

26. ASKING. THE MOST IMPORTANT SALES DISCIPLINE

Closing

Afraid to Ask

The Assumptive Ask

Shut Up

27. TURNING AROUND OBJECTIONS

How Salespeople Create Objections

Status Quo Bias and Why Buyers Object

You Cannot Argue Stakeholders Out of an Objection

Five-Step Objection Turnaround Framework

28. DO I TRUST AND BELIEVE YOU?

Emotional Baggage

You Are Always on Stage

One Brick at a Time

29. AMACHE

TRAINING AND WORKSHOPS

ABOUT THE AUTHOR

ACKNOWLEDGMENTS

INDEX

WILEY END USER LICENSE AGREEMENT

Отрывок из книги

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.

.....

Daniel Pink says that to sell is human;5 likewise, to buy is human. Though as humans we are certain that we're making choices based on rational logic, our best interests, or organized facts, science says that we often don't.

In one research study, a liquor store played German beer hall music on Tuesdays and French music on Wednesdays. Correspondingly, German beer sales went up on Tuesdays, with French wine sales increasing on Wednesdays.

.....

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