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Sales EQ
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3 out of 5 stars
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Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with "I wouldn't be interested"? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they've thought about it and are just going to pass? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs?
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5 out of 5 stars
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Overall4.5 out of 5 stars 2
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Performance4 out of 5 stars 2
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Performance4.5 out of 5 stars 75
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3 out of 5 stars
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Worth the listen
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Overall4.5 out of 5 stars 8
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Performance4.5 out of 5 stars 8
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Story4.5 out of 5 stars 8
The ultimate guide to relationships, influence and persuasion in 21st century business.
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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most practical book on prospecting I've ever read
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Overall4.5 out of 5 stars 27
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Performance4.5 out of 5 stars 23
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No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer.
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5 out of 5 stars
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Must have book for every Sales person.
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Sales Management. Simplified
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Overall5 out of 5 stars 34
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Performance5 out of 5 stars 29
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Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.
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The Secrets of Closing the Sale
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- Original Recording
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Overall4.5 out of 5 stars 67
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Performance4.5 out of 5 stars 56
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Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!
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5 out of 5 stars
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great listen. great advice
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The Perfect Close
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Overall5 out of 5 stars 4
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Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful. It's zero pressure and involves just two questions. It's a clear and simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day.
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5 out of 5 stars
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Great Book
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Way of the Wolf
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- Unabridged
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Overall4.5 out of 5 stars 271
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Performance4.5 out of 5 stars 229
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Learn from the master of sales and persuasion. Jordan Belfort - immortalised by Leonardo DiCaprio in the hit movie The Wolf of Wall Street - at last reveals how to use the Straight Line System, the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.
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5 out of 5 stars
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The best system on persuasion and selling.
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This Is Marketing
- You Can’t Be Seen Until You Learn to See
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- Length: 7 hrs and 2 mins
- Unabridged
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Overall4.5 out of 5 stars 105
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Performance4.5 out of 5 stars 95
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Story4.5 out of 5 stars 95
This book teaches you how to identify your smallest viable audience; draw on the right signals and signs to position your offering; build trust and permission with your target market; speak to the narratives your audience tells themselves about status, affiliation, and dominance; spot opportunities to create and release tension; and give people the tools to achieve their goals.
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1 out of 5 stars
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very disappointing :(
- By Anonymous User on 13-12-2018
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Combo Prospecting
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- Unabridged
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Overall5 out of 5 stars 10
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Performance5 out of 5 stars 10
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Story4.5 out of 5 stars 10
How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won't provide the answers. But Combo Prospecting will...by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks.
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5 out of 5 stars
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Superb
- By Rod on 09-09-2018
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Pitch Anything
- An Innovative Method for Presenting, Persuading, and Winning the Deal
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- Narrated by: Oren Klaff
- Length: 6 hrs and 14 mins
- Unabridged
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Overall4.5 out of 5 stars 1,159
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Performance4.5 out of 5 stars 1,017
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Story4.5 out of 5 stars 1,011
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million - and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art - it’s a simple science.
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5 out of 5 stars
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I write a lot of negative reviews. NOT THIS TIME!
- By Michael on 14-09-2016
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The Psychology of Selling
- Increase Your Sales Faster and Easier Than You Ever Thought Possible
- By: Brian Tracy
- Narrated by: Brian Tracy
- Length: 6 hrs and 18 mins
- Unabridged
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Overall4.5 out of 5 stars 132
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Performance4.5 out of 5 stars 107
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Story4.5 out of 5 stars 105
Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
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5 out of 5 stars
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Sales gold
- By Bradley on 10-02-2016
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Never Lose a Customer Again
- Turn Any Sale into Lifelong Loyalty in 100 Days
- By: Joey Coleman
- Narrated by: Joey Coleman
- Length: 9 hrs and 28 mins
- Unabridged
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Overall5 out of 5 stars 19
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Performance5 out of 5 stars 17
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Story5 out of 5 stars 17
Coleman offers a system designed to dramatically increase customer retention and as a result, the bottom line. He identifies eight distinct emotional needs customers undergo during the 100 days following a purchase, whether it's as small as a new drink at Starbucks or as big as a house. If you can understand and anticipate these phases, you can use a myriad of techniques - in-person, email, mail, and video - to cement a long and valuable partnership.
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5 out of 5 stars
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Must Listen for Any Business Owner
- By W*BvK on 10-11-2018
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The 12 Week Year
- Get More Done in 12 Weeks Than Others Do in 12 Months
- By: Brian P. Moran, Michael Lennington
- Narrated by: Tom Pile
- Length: 5 hrs and 17 mins
- Unabridged
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Overall4.5 out of 5 stars 78
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Performance4.5 out of 5 stars 62
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Story4.5 out of 5 stars 60
Most organizations and individuals work in the context of annual goals and plans; a 12-month execution cycle. Instead, The 12 Week Year avoids the pitfalls and low productivity of annualized thinking. This book redefines your "year" to be 12 weeks long. In 12 weeks, there just isn't enough time to get complacent, and urgency increases and intensifies. The 12 Week Year creates focus and clarity on what matters most and a sense of urgency to do it now.
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1 out of 5 stars
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average
- By Anonymous User on 27-06-2018
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Key Person of Influence
- The Five-Step Method to Become One of the Most Highly Valued and Highly Paid People in Your Industry
- By: Daniel Priestley
- Narrated by: Michael Maloney
- Length: 4 hrs and 50 mins
- Unabridged
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Overall4.5 out of 5 stars 211
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Performance4.5 out of 5 stars 185
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Story4.5 out of 5 stars 184
Every industry revolves around Key People of Influence. Their names come up in conversation. They attract opportunities. They earn more money. Many people think it takes decades of hard work, academic qualifications and a generous measure of good luck to become a Key Person of Influence. This audiobook shows you that there is a five-step strategy for fast-tracking your way to the inner circle of the industry you love. Your ability to succeed depends on your ability to influence. Start now by listening to this audiobook.
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4 out of 5 stars
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Encouragement to strive and great info on how to
- By Daniel on 13-03-2017
Publisher's Summary
The 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. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to "challenge", "teach", "help", give "insight", or sell "value". And a relentless onslaught of "me-too" competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.
Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge - controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch - are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50% or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top one percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling - Sales EQ - to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions.
In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You'll learn:
- How to answer the five most important questions in sales to make it virtually impossible for prospects to say no
- How to master seven people principles that will give you the power to influence anyone to do almost anything
- How to shape and align the three processes of sales to lock out competitors and shorten the sales cycle
- How to flip the buyer script to gain complete control of the sales conversation
- How to disrupt expectations to pull buyers towards you, direct their attention, and keep them engaged
- How to leverage non-complementary behavior to eliminate resistance, conflict, and objections
- How to employ the bridge technique to gain the micro-commitments and next steps you need to keep your deals from stalling
- How to tame irrational buyers, shake them out of their comfort zone, and shape the decision making process
- How to measure and increase you own Sales EQ using the 15 sales specific emotional intelligence markers
And so much more!
What members say
Average Customer Ratings
Overall
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4.5 out of 5 stars
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Overall4 out of 5 stars
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- Amazon Customer
- 21-10-2017
Great content a couple of annoying phrases
This book has some great content and practices that all sales people should learn.
But..... it pushes you to purchase more of his books and drove me a little crazy with repeating the phrase "Ultimate high sales performer"
6 of 7 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Anonymous User
- 10-08-2018
great
very good in sight into the sales mentality required for prospecting. good narration in the car.
1 of 1 people found this review helpful
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Overall3 out of 5 stars
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Performance2 out of 5 stars
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Story4 out of 5 stars
- Anthony
- 02-07-2018
Good information but robotic in delivery.
The information while helpful is written in technical language and delivered robotically. Just my personal opinion as i prefer more conversational style learning
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Anonymous User
- 30-05-2018
very helpful and very easy to understand
absolutely loved it, gives you insight to how the sales industry has changed. and gives you great tips to do better, not only in your career but in your personal life as well.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Ashley
- 12-05-2018
EQ - keeping the sales profession professional!
A great comprehensive overview for every sales professional. The little stories throughout made it an enjoyable and engaging read.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Joe
- 20-07-2017
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".
28 of 28 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Rallsy
- 30-07-2017
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
11 of 11 people found this review helpful
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Overall3 out of 5 stars
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Performance4 out of 5 stars
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Story2 out of 5 stars
- Anonymous User
- 19-08-2018
The last half was great
The first half was very fluffy and obvious. The second half was interesting and compelling.
5 of 5 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Rory Henry
- 15-09-2017
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.
4 of 4 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Brendan
- 21-07-2017
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.
4 of 4 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- G. Ranger
- 08-08-2017
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 of 3 people found this review helpful
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Overall3 out of 5 stars
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Performance3 out of 5 stars
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Story3 out of 5 stars
- wiconsumer
- 27-01-2018
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.
4 of 5 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- B Barron
- 11-07-2018
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 of 1 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Rick Allen
- 30-10-2017
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 of 1 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Daniel A. Montoya
- 25-08-2017
Fantastic, got a read this!
job took me into places that I had never been before and learned new ideas and lessons and sales career spanning 30 years and never even thought to address. this is a fantastic resource and you must not just own it you must learn it and love it!
1 of 1 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Gordon Blackman
- 04-09-2017
Great Content and Instruction
Jeb makes the subject easy to understand and gives simple, logical instruction in how to make the best of your Sales engagements.
Top class.
2 of 2 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Simon Marley
- 31-07-2017
A must read for any aspiring sales person
Would you listen to Sales EQ again? Why?
The insights in this book will take the average sales people to the next level and beyond and remind top performers what they need to keep doing.
There are so many gems in this book you will need to listen again and again. Some of the concepts take time to grasp but once understood you will see how your prospects unconscious processes control their thoughts and actions. It will open up your mind to how your actions and words impact your chances of winning new business.
This book is not for everyone - it's just for the people who want to be in the top 10% of sales people. If that's you I would recommend listening.
What was one of the most memorable moments of Sales EQ?
2 of 2 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Neil DaCosta
- 22-05-2018
On the money! one of the most realistic insights
What can I say.. read it and you'll learn ... glad I did. Thanks a bunch
1 of 1 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Jawdat Akid
- 15-03-2018
A must have guide for B2B sales professionals!
The book include great insights and frameworks. Jeb approach is very compelling and makes a lot of sense. Higly recommended fot B2B sales pros..
1 of 1 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Mr. D. Cartwright
- 26-12-2017
Great content and insight
Great value and excellent content with really useful and practical insight into what can make you a great sales psrson
1 of 1 people found this review helpful
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Overall1 out of 5 stars
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Performance2 out of 5 stars
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Story1 out of 5 stars
- James Fell
- 14-09-2018
Not as good as other books
I'm a big fan of Jeb Blount's having read his initial book "Fanatical Prospecting". This book was fantastic and actually bought a copy for every person on our sales team. This book however, is not great. My reason for such a review is:
1) He talks a lot about neurology and psychology - neither of which he is an authority
2) He uses these theories to apply them to sales - none of which are proven in practice - its just a regurgitation of his consulting training materials I believe - its secondary - not primary.
3) I gave up after around 45 minutes...maybe I gave up too soon...but come on IQ + TQ + CQ + EQ?! It should be IQ + TQ + CQ + EQ = Zzzzzzzzzz
If Jeb has more books like "Fanatical Prospecting" that are based on his actual experience - I'm all ears.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- misha jessel kenyon
- 25-08-2018
Incredibly useful book!
Really valuable insights and lessons for any B2B sales professional. Definitely one worth rereading periodically to stay at the top of your game.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Daniel Healy
- 10-08-2018
awesome
love everythinf by this guy. would highly recommend blah blah blah blah blah awesome blah
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- hookandrew70
- 22-06-2018
Ultra EQ
Jeb,
Thank you for another great book to help us structure and understand our relationships with clients better.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- damian
- 09-06-2018
Insightful and honest and incredibly effective - The best sales book I’ve read/listened to
Of the countless sales training sessions, articles and books this has already had by far the greatest impact on my work and improved my understanding of not only sales EQ but the way I interact with and understand people.
I cannot recommend this highly enough this book is an honest and insightful look into the psychology and meaning of sales. If you listen/read one book on sales make it this one and is suitable for those new into sales right up to those with 20 years experience in the industry.
I am already re-listening to it all again! thank you very much!