{"product_id":"sales-eq-9781119312574","title":"Sales EQ","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cbr\u003e Foreword\u003ci\u003e Anthony Iannarino \u003c\/i\u003exiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 The Mysterious Brown Bag 1\u003cbr\u003e \u003c\/b\u003eThe Lesson of a Lifetime 2\u003cbr\u003e A Front-Row Seat into the Mind of a UHP 4\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 A Perfect Sales Storm 7\u003cbr\u003e \u003c\/b\u003eMeet the Ultra-High-Performance Sales Professional 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 The Irrational Buyer 11\u003cbr\u003e \u003c\/b\u003eNail-Biting Suspense 12\u003cbr\u003e The Answer 12\u003cbr\u003e The Reason 13\u003cbr\u003e To Buy Is Human 14\u003cbr\u003e The Secret Ingredient 17\u003cbr\u003e Approach Buyers the Way They Buy 18\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Pattern Painting, Cognitive Biases, and Heuristics 20\u003cbr\u003e \u003c\/b\u003ePattern Monster 21\u003cbr\u003e Pattern Painting 22\u003cbr\u003e Mental Shortcuts 23\u003cbr\u003e People Act on Emotion and Justify with Logic 24\u003cbr\u003e \u003cb\u003eChapter 5 The Four Levels of Sales Intelligence 28\u003cbr\u003e \u003c\/b\u003eInnate Intelligence 29\u003cbr\u003e Acquired Intelligence 30\u003cbr\u003e A Thirst for Knowledge 31\u003cbr\u003e Technological Intelligence 32\u003cbr\u003e Emotional Intelligence 33\u003cbr\u003e IQ + AQ + TQ + EQ—A Powerful Combination 33\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Shaping Win Probability 35\u003cbr\u003e \u003c\/b\u003ePoetry 36\u003cbr\u003e Win Probability Is the First Rule of Ultra-High Sales Performance 36\u003cbr\u003e Fanatical Prospecting 38\u003cbr\u003e The Law of Replacement 39\u003cbr\u003e Disciplined Qualifying 40\u003cbr\u003e Mapping Stakeholders 40\u003cbr\u003e Aligning the Three Processes of Sales 41\u003cbr\u003e Sales EQ and Human Influence Frameworks 42\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Dual Process 44\u003cbr\u003e \u003c\/b\u003eSales EQ Balances the Scales 45\u003cbr\u003e Four Pillars of Sales-Specific Emotional Intelligence 46\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Empathy 48\u003cbr\u003e \u003c\/b\u003eThe Foundation of Sales EQ 50\u003cbr\u003e Empathy Scale 50\u003cbr\u003e Intentional Empathy 52\u003cbr\u003e Regulating Empathy 54\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Self-Awareness 56\u003cbr\u003e \u003c\/b\u003eSelf-Awareness Is the Mother of High Sales EQ 57\u003cbr\u003e Psychometric Assessments 58\u003cbr\u003e Get a Coach or Mentor 59\u003cbr\u003e Ask for Feedback 60\u003cbr\u003e Write Down Your Goals and Plans 60\u003cbr\u003e 360-Degree Review 60\u003cbr\u003e Self-Reflection 62\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Sales Drive 64\u003cbr\u003e \u003c\/b\u003eDeveloping Drive 66\u003cbr\u003e Physical Fitness 68\u003cbr\u003e Develop Mental Toughness 70\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Self-Control 72\u003cbr\u003e \u003c\/b\u003eManaging Disruptive Emotions 73\u003cbr\u003e Genesis of Disruptive Emotions 74\u003cbr\u003e Fight or Flight 77\u003cbr\u003e Cognitive Biases 80\u003cbr\u003e Developing Self-Control 84\u003cbr\u003e Rise Above Emotion and Choose Your Behaviors 93\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Shaping Win Probability Begins with Qualification 95\u003cbr\u003e \u003c\/b\u003eChasing Ugly Deals 96\u003cbr\u003e Define the Strike Zone 97\u003cbr\u003e Qualifying Methodologies and Shortcuts 97\u003cbr\u003e Nine-Frame Qualification Matrix 101\u003cbr\u003e Measure Every Prospect against Your Ideal Qualified Prospect Profile 104\u003cbr\u003e Murder Boarding 107\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Engagement and Micro-Commitments 109\u003cbr\u003e \u003c\/b\u003eTesting Engagement 110\u003cbr\u003e Tune In to Emotions 111\u003cbr\u003e Micro-Commitments 113\u003cbr\u003e Leveraging the Value Bias and Consistency Principle 114\u003cbr\u003e Getting Caught Up in Emotion 115\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Stalled Deals and Next Steps 118\u003cbr\u003e \u003c\/b\u003eThe Bane of Sales Organizations 119\u003cbr\u003e The Cardinal Rule of Sales Conversations 120\u003cbr\u003e Getting Past the Next-Step Brush-Off 122\u003cbr\u003e Ledge 123\u003cbr\u003e Disrupt 124\u003cbr\u003e Ask 126\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 Sales Process 128\u003cbr\u003e \u003c\/b\u003eDisruptive Emotions Disrupt the Sales Process 129\u003cbr\u003e Winging It 130\u003cbr\u003e Complexity Is the Enemy of Execution 133\u003cbr\u003e No Sales Process 133\u003cbr\u003e Aligning the Three Processes of Sales 137\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 Buying Process 139\u003cbr\u003e \u003c\/b\u003eMapping the Buying Process 140\u003cbr\u003e The Danger of Getting Out of Sync 140\u003cbr\u003e Average Salespeople Dance 143\u003cbr\u003e Shaping the Buying Process 143\u003cbr\u003e Get There First 145\u003cbr\u003e Leverage 147\u003cbr\u003e Average Salespeople Become Buying Process Puppets 148\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 17 The Five Stakeholders You Meet in a Deal 150\u003cbr\u003e \u003c\/b\u003eThe Higher the Risk, the More Stakeholders Involved 151\u003cbr\u003e Know Your Audience 152\u003cbr\u003e Hearts Before Minds 154\u003cbr\u003e Basic 155\u003cbr\u003e The One Question Ultra-High Performers Never Ask 157\u003cbr\u003e BASIC Mapping 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 18 Decision Process 160\u003cbr\u003e \u003c\/b\u003eInfluencing the Decision Process 162\u003cbr\u003e Aligning the Three Processes of Sales 163\u003cbr\u003e The Five Questions That Matter Most in Sales 163\u003cbr\u003e Aligning Decision Making with Social Proof 164\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 19 Do I Like You? 166\u003cbr\u003e \u003c\/b\u003eNo Second Chances with First Impressions 167\u003cbr\u003e Likability: The Gateway to Emotional Connections 168\u003cbr\u003e Connect 168\u003cbr\u003e Pitch Slapping 170\u003cbr\u003e Ten Keys to Being More Likable 172\u003cbr\u003e Connecting Is the Gateway to Lowering Emotional Walls and Discovery 173\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 20 Flexing to Complement the Four Primary Stakeholder Personas 175\u003cbr\u003e \u003c\/b\u003eFour Predominant Stakeholder Personas 176\u003cbr\u003e Director (DISC Equivalent: Dominant) 177\u003cbr\u003e Analyzer (DISC Equivalent: Conscientious) 178\u003cbr\u003e Socializer\/Energizer (DISC Equivalent: Influential) 179\u003cbr\u003e Consensus Builder (DISC Equivalent: Steady) 180\u003cbr\u003e Style Personas Shift 181\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 21 Sales Call Agenda Framework 183\u003cbr\u003e \u003c\/b\u003eGreeting 184\u003cbr\u003e Call Objective 187\u003cbr\u003e Check Your Stakeholder’s Agenda 188\u003cbr\u003e Frame the Conversation 192\u003cbr\u003e Emotional Contagion: People Respond in Kind 194\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 22 Do You Listen to Me? 197\u003cbr\u003e \u003c\/b\u003eWhy People Don’t Listen 198\u003cbr\u003e Four Principles of Effective Sales Conversations 199\u003cbr\u003e The Fine Art of Listening 201\u003cbr\u003e Active Listening 202\u003cbr\u003e Listen Deeply 203\u003cbr\u003e Activating the Self-Disclosure Loop 204\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 23 Discovery: Sales Is a Language of Questions 207\u003cbr\u003e \u003c\/b\u003eThe Tour 209\u003cbr\u003e Alpha and Omega 211\u003cbr\u003e Joe the Interrogator 212\u003cbr\u003e Ask Easy Questions First 214\u003cbr\u003e The Power of Open-Ended Questions 216\u003cbr\u003e Avoid the Pump and Pounce 217\u003cbr\u003e Fluid Dual Process Discovery 218\u003cbr\u003e Developing Go-To Questions 221\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 24 Do You Make Me Feel Important? 225\u003cbr\u003e \u003c\/b\u003eThe Most Insatiable Human Need 226\u003cbr\u003e How to Make People Feel Important 227\u003cbr\u003e The Law of Reciprocity 229\u003cbr\u003e Obligation and Win Probability 231\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 25 Do You Get Me and My Problems? 232\u003cbr\u003e \u003c\/b\u003eYou Can’t Differentiate When Everything Looks the Same 234\u003cbr\u003e The Age of Transparency 235\u003cbr\u003e Do You Get Me? 236\u003cbr\u003e People Buy for Their Reasons, Not Yours 237\u003cbr\u003e The Power of Language 238\u003cbr\u003e Message Matters 240\u003cbr\u003e The “So What?” Smell Test 241\u003cbr\u003e The Fine Art of Bridging 242\u003cbr\u003e The Three-Step Bridging Framework 244\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 26 Asking: The Most Important Sales Discipline 248\u003cbr\u003e \u003c\/b\u003eClosing 249\u003cbr\u003e Afraid to Ask 250\u003cbr\u003e The Assumptive Ask 252\u003cbr\u003e Shut Up 254\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 27 Turning Around Objections 258\u003cbr\u003e \u003c\/b\u003eHow Salespeople Create Objections 259\u003cbr\u003e Status Quo Bias and Why Buyers Object 260\u003cbr\u003e You Cannot Argue Stakeholders Out of an Objection 263\u003cbr\u003e Five-Step Objection Turnaround Framework 263\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 28 Do I Trust and Believe You? 270\u003cbr\u003e \u003c\/b\u003eEmotional Baggage 271\u003cbr\u003e You Are Always on Stage 272\u003cbr\u003e One Brick at a Time 273\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 29 Amache 275\u003cbr\u003e \u003c\/b\u003eNotes 281\u003cbr\u003e Training and Workshops 288\u003cbr\u003e About the Author 290\u003cbr\u003e Acknowledgments 292\u003cbr\u003e Index 294\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default 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