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Sales EQ

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
Narrated by: Jeb Blount
Length: 9 hrs and 2 mins
Categories: Business, Sales
4.5 out of 5 stars (45 ratings)

Non-member price: $28.94

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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!  

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio.
©2017 Jeb Blount (P)2017 Audible, Inc.

What members say

Average Customer Ratings

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    3 out of 5 stars

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"

7 of 8 people found this review helpful

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great

very good in sight into the sales mentality required for prospecting. good narration in the car.

2 of 2 people found this review helpful

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terrific

one of the best sales books I've read. can't recommend it more highly. v practical

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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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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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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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  • 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".

37 of 37 people found this review helpful

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  • 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

15 of 16 people found this review helpful

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  • 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.

6 of 6 people found this review helpful

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  • 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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  • 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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  • 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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  • 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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  • 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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  • Dan M.
  • 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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  • 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.

6 of 9 people found this review helpful

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  • 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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  • Charlie Steiner
  • 06-06-2019

An Honest Review

I did enjoy this book, it is the first audiobook I have ‘read’.

As a salesperson starting out like myself, it is great for understanding how big of a role emotions can play in the job l am in.

Much of this book I will try to incorporate into my own job. It has been a great first book to really get my teeth into and try to understand the role of a salesperson.

Where I thought it fell short

As good as I believe it is to understanding emotion in sales, there are some aspects which I would call
“cliché sales trainer jargon” what I mean by this is; some of the content is very generic, almost filler content. It’s the sort of information I could find from every sales training video and channel on YouTube. Grant Cardone, Gary Vaynerchuk are guilty of this.

I still absolutely loved the book and it is a great achievement for Jeb who narrates the book brilliantly! I have bought the next book ‘fanatical prospecting’ and looking forward to listen to it.

1 of 1 people found this review helpful

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  • 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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  • 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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  • 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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  • 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?


3 of 4 people found this review helpful

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  • Mr. C. Iheagwam
  • 01-10-2019

Fantastic book!

Excellent book that dove tails well with his other book Fanatical Prospecting. A must read not just for those in sales, but also for entrepreneurs.

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    5 out of 5 stars
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  • danielle thompson
  • 19-09-2019

really easy listen, positive insights

I enjoyed this book, great voice to listen to, a good refresher which summarises the best practice in sales

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  • T. Mokhosoa
  • 23-08-2019

Good enough but not capturing

The book had a couple of useful points and gems however I found it self adulatory in certain sections. There's a lot of up-selling (punting other books) that takes place when that information should have been provided in this book. Worth a listen, but I don't believe it's a keeper.

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  • Glenn
  • 02-08-2019

Nothing novel here, Nothing!

Mediocre attempt to sell and cross sell his own old stuff and that of friends in a new wrapper ...

Please train Narrator in the word "Social instead of Sosal" 400 times wrong same book is annoying.

Other JB book are good, to bad this "Greatest Hits" simply can't keep up...