Effective Approach to EQ Sales Mastery

Would you listen to Sales EQ again? Why?

I learned a while back how my "disruptive emotions" (although I didn't call it that) derailed prospecting, demos, and closes. I used to visibly freak out when prospects would shout or raise their voice loudly when price or some other objection (or complaint because not every complaint is an objection) was brought up. I overcame this hurdle by having the customer success reps (thank you Jackson) and interns yell (roll play) at me till I became more comfortable in that situation. Jeb deftly navigates and illustrates how sales reps in today's selling environment have to control their "disruptive emotions". This will take role playing, experience, and sales activity to overcome. An excellent reminder that I'm going to write down on our company's whiteboard is "Salespeople can't be delusional and successful" at the same time. Our "fight or flight" brains will try everything to stop us. That's why understanding how our brains work on the psychological level is so important.

This is the most critical muscle skill to build in sales: THE ABILITY TO LISTEN.

Far too many salespeople don't listen, can't shut up, think they need to fill in the gaps when prospects are talking, etc. The point is simple: Talking too much is poison. Salespeople continually lose prospects and deals because they don't shut up. I love that Jeb really hits home on this, because there are so many sales books that preach good advice, but none of that works if you can't shut up. None. Zero. You're finished in sales if you can't listen, ask questions, and then ask follow up questions to the original question. Thank you Jeb for spending the time to dive into this. On a very simple, but effective approach I would practice with my daughter on extracting information, because kids typically only give one worded answers. This framework is basically the same with real life prospects. You are just getting to know them and what they care about.

Example: Me and Little A (daughter)

Me: "How was school today?"

Little A: "Great"

Me: "Why was it so great?"

Little A: "My teacher was so awesome and she loves me."

Me: "Cool. What makes her so awesome?"

Little A: "She hugs me and plays handball with me too."

Me: "Cool. What do you like about handball?"

Little A: "The ball is red and round, and plus red is your favorite color."

Me: "Thank you. I appreciate that. What else do you do at school besides handball?"

Little A: "Bible, Music, Math, etc. classes."

Me: "Awesome. How would you rank the classes you just mentioned?"

So, as you can see this could go on for a while, but the process achieves multiple benefits. (1) I really get to know my daughter; (2) I get to spend time with her; (3) She opens up about her day and what she cares about; (4) I get a better understanding of what she likes and doesn't like; (5) We form a deeper emotional bond over the deep interest in each other.

Turn this into sales:

(1) I really get to know my prospect or customer; (2) I get to spend time with them; (3) They typically open up about what priorities they care about; (4) I get a better understanding of what they like or don't like; (5) We form an emotional connection that most salespeople won't do leading me to win the deal over my competitors.

Lastly, there is just too much good stuff in this audiobook. I'm going to have to purchase the hardcover and expense it. : )

Thank you Jeb! Great work, and oh ya for those that haven't read "Fanatical Prospecting" by Jeb it's an awesome companion book to "Sales EQ".

40 people found this helpful

The last half was great

The first half was very fluffy and obvious. The second half was interesting and compelling.

8 people found this helpful

Read it 3 times already! must read

wow, never stop inspiring with his books. can't get enough of Jeb's writing! true inspiration to the sales industry. best advice for genuine sales people  #onemorecall #BeUnstoppable #Heartfelt #Inspiring #Magical #Mindbending #tagsgiving #sweepstakes

16 people found this helpful

My New Sales Bible. Already listening a second time!

This is up there with Dale Carnegies "How to win friends and influence people."

I already have recommended it to everyone who is in sales. This is he first Jeb Blount book I've read and I only have hear about Salesgravy.com in passing. I'm a believer in this book! So many great sales methodologies and terms are brought to light. He presents modern day sales and I feel like I can see the matrix.

5 people found this helpful

Outstanding Material!!

Would you recommend this audiobook to a friend? If so, why?

Yes, this book is outstanding. I would highly recommend this book to anyone who wants up-to-date material with how deal with buyers/DM/companies in the world today. I found it very helpful. It's not that bullshit super general material either like half the books out there, it's specific and focus material.

Highly recommend to anyone in inside/outside sales, in an executive role, and of course, entrepreneurs.

What about Jeb Blount’s performance did you like?

He narrates it himself which I also appreciate.

5 people found this helpful

Must Read

Gives You The Tools to significantly increase your win probability in complex and simple deals. Gives insight on why you lost, and won, specific sales in the past.

3 people found this helpful

Ho-hum book on how to be a high achiever

Would you say that listening to this book was time well-spent? Why or why not?

This books is not awful, but it is 9 hours long and could easily be condensed to 4 or 5 hours without losing any meaningful content.

How would you have changed the story to make it more enjoyable?

If you've read any books on human interactions or had any Dale Carnegie classes, you can skip the first three hours of this book. The author's over use of vaguely applicable quotes from notable others (and occasionally his own) is, at best, annoying and unneeded. Like many self-improvement books, it directs you to online information and resources. However, this book goes to that well too often. It left me feeling like I had been duped into pay $20 for a copy of Jeb marketing materials.

What aspect of Jeb Blount’s performance would you have changed?

Overall the performance was good, though I tend not to like when authors read their own material. At times the energy of the performance was inappropriately high and uncomfortable for the format and material.

If this book were a movie would you go see it?

Not that kind of book.

Any additional comments?

Worth a read or listen as long as your expectations are not excessive or if you've never read any other books on the subject.

9 people found this helpful

Life/Game Changer

If you are in this side of the business, listening to Sales EQ is a MUST. This book should be The Bible of Sales. Absolutely amazing piece!

1 person found this helpful

A combination of inspiration from other thinkers

The book is not bad but it reads like a pot of tips and thoughts from other great thinkers like Tony Robbins. I see nothing genuinely new or ground breaking. If you haven't however come across a lot of sales and motivational books.

1 person found this helpful

The last book i read will be the next i read

whay can i say? I'm reading this one again. there was so much information that needs more than an ah ha moment to grasp.

1 person found this helpful