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Sales EQ
Book

Sales EQ

How Ultra-High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

Jeb Blount
Wiley, 2017

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Editorial Rating

8

Qualities

  • Applicable
  • Concrete Examples

Recommendation

Sales trainers teach salespeople to give their buyers insights, educate them, challenge them and add value to their lives. None of this promotes sales. Emotional intelligence (EQ) does. To make sales, develop strong interpersonal skills, learn to control your feelings, leverage your buyers’ emotions and manage your relationships with them. Master salesman Jeb Blount teaches salespeople how to use the psychology of “sales EQ” to close deals. Despite some rough language, getAbstract finds that salespeople everywhere can learn from his insightful manual.

Take-Aways

  • “Sales EQ” is “sales-specific emotional intelligence.” It derives from “empathy, self-awareness, self-control” and “sales drive.”
  • A buyer’s emotional experience with a salesperson is more important than product features, benefits or pricing.
  • An “emotional wall” separates buyers and sellers. Salespeople can use their sales EQ to knock down this wall to make sales.

About the Author

Jeb Blount’s SalesGravy is the world’s most visited sales-specific job board, and he is iTunes’ most downloaded sales podcaster. He also wrote Fanatical Prospecting and six other sales books.

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