Sales EQ how ultra high performers leverage sales-specific emotional intelligence to close the complex deal
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 unce...
| Otros Autores: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley
2017.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630278206719 |
Tabla de Contenidos:
- Intro
- Title Page
- Copyright
- Dedication
- Foreword
- Chapter 1: The Mysterious Brown Bag
- The Lesson of a Lifetime
- A Front-Row Seat into the Mind of a UHP
- Chapter 2: A Perfect Sales Storm
- Meet the Ultra-High-Performance Sales Professional
- Note
- Chapter 3: The Irrational Buyer
- Nail-Biting Suspense
- The Answer
- The Reason
- To Buy Is Human
- The Secret Ingredient
- Approach Buyers the Way They Buy
- Notes
- Chapter 4: Pattern Painting, Cognitive Biases, and Heuristics
- Pattern Monster
- Pattern Painting
- Mental Shortcuts
- People Act on Emotion and Justify with Logic
- Notes
- Chapter 5: The Four Levels of Sales Intelligence
- Innate Intelligence
- Acquired Intelligence
- A Thirst for Knowledge
- Technological Intelligence
- Emotional Intelligence
- IQ + AQ + TQ + EQ-A Powerful Combination
- Notes
- Chapter 6: Shaping Win Probability
- Poetry
- Win Probability Is the First Rule of Ultra-High Sales Performance
- Fanatical Prospecting
- The Law of Replacement
- Disciplined Qualifying
- Mapping Stakeholders
- Aligning the Three Processes of Sales
- Sales EQ and Human Influence Frameworks
- Note
- Chapter 7: Dual Process
- Sales EQ Balances the Scales
- Four Pillars of Sales-Specific Emotional Intelligence
- Chapter 8: Empathy
- The Foundation of Sales EQ
- Empathy Scale
- Intentional Empathy
- Regulating Empathy
- Notes
- Chapter 9: Self-Awareness
- Self-Awareness Is the Mother of High Sales EQ
- Psychometric Assessments
- Get a Coach or Mentor
- Ask for Feedback
- Write Down Your Goals and Plans
- 360-Degree Review
- Self-Reflection
- Notes
- Chapter 10: Sales Drive
- Developing Drive
- Physical Fitness
- Develop Mental Toughness
- Notes
- Chapter 11: Self-Control
- Managing Disruptive Emotions
- Genesis of Disruptive Emotions
- Fight or Flight.
- Cognitive Biases
- Developing Self-Control
- Rise Above Emotion and Choose Your Behaviors
- Notes
- Chapter 12: Shaping Win Probability Begins with Qualification
- Chasing Ugly Deals
- Define the Strike Zone
- Qualifying Methodologies and Shortcuts
- Nine-Frame Qualification Matrix
- Measure Every Prospect against Your Ideal Qualified Prospect Profile
- Murder Boarding
- Note
- Chapter 13: Engagement and Micro-Commitments
- Testing Engagement
- Tune In to Emotions
- Micro-Commitments
- Leveraging the Value Bias and Consistency Principle
- Getting Caught Up in Emotion
- Chapter 14: Stalled Deals and Next Steps
- The Bane of Sales Organizations
- The Cardinal Rule of Sales Conversations
- Getting Past the Next-Step Brush-Off
- Ledge
- Disrupt
- Ask
- Chapter 15: Sales Process
- Disruptive Emotions Disrupt the Sales Process
- Winging It
- Complexity Is the Enemy of Execution
- No Sales Process
- Aligning the Three Processes of Sales
- Chapter 16: Buying Process
- Mapping the Buying Process
- The Danger of Getting Out of Sync
- Average Salespeople Dance
- Shaping the Buying Process
- Get There First
- Leverage
- Average Salespeople Become Buying Process Puppets
- Chapter 17: The Five Stakeholders You Meet in a Deal
- The Higher the Risk, the More Stakeholders Involved
- Know Your Audience
- Hearts Before Minds
- BASIC
- The One Question Ultra-High Performers Never Ask
- BASIC Mapping
- Chapter 18: Decision Process
- Influencing the Decision Process
- Aligning the Three Processes of Sales
- The Five Questions That Matter Most in Sales
- Aligning Decision Making with Social Proof
- Notes
- Chapter 19: Do I Like You?
- No Second Chances with First Impressions
- Likability: The Gateway to Emotional Connections
- Connect
- Pitch Slapping
- Ten Keys to Being More Likable.
- Connecting Is the Gateway to Lowering Emotional Walls and Discovery
- Chapter 20: Flexing to Complement the Four Primary Stakeholder Personas
- Four Predominant Stakeholder Personas
- Director (DISC Equivalent: Dominant)
- Analyzer (DISC Equivalent: Conscientious)
- Socializer/Energizer (DISC Equivalent: Influential)
- Consensus Builder (DISC Equivalent: Steady)
- Style Personas Shift
- Chapter 21: Sales Call Agenda Framework
- Greeting
- Call Objective
- Check Your Stakeholder's Agenda
- Frame the Conversation
- Emotional Contagion: People Respond in Kind
- Notes
- Chapter 22: Do You Listen to Me?
- Why People Don't Listen
- Four Principles of Effective Sales Conversations
- The Fine Art of Listening
- Active Listening
- Listen Deeply
- Activating the Self-Disclosure Loop
- Notes
- Chapter 23: Discovery: Sales Is a Language of Questions
- The Tour
- Alpha and Omega
- Joe the Interrogator
- Ask Easy Questions First
- The Power of Open-Ended Questions
- Avoid the Pump and Pounce
- Fluid Dual Process Discovery
- Developing Go-To Questions
- Notes
- Chapter 24: Do You Make Me Feel Important?
- The Most Insatiable Human Need
- How to Make People Feel Important
- The Law of Reciprocity
- Obligation and Win Probability
- Notes
- Chapter 25: Do You Get Me and My Problems?
- You Can't Differentiate When Everything Looks the Same
- The Age of Transparency
- Do You Get Me?
- People Buy for Their Reasons, Not Yours
- The Power of Language
- Message Matters
- The "So What?" Smell Test
- The Fine Art of Bridging
- The Three-Step Bridging Framework
- Notes
- Chapter 26: Asking: The Most Important Sales Discipline
- Closing
- Afraid to Ask
- The Assumptive Ask
- Shut Up
- Chapter 27: Turning Around Objections
- How Salespeople Create Objections
- Status Quo Bias and Why Buyers Object.
- You Cannot Argue Stakeholders Out of an Objection
- Five-Step Objection Turnaround Framework
- Notes
- Chapter 28: Do I Trust and Believe You?
- Emotional Baggage
- You Are Always on Stage
- One Brick at a Time
- Note
- Chapter 29: Amache
- Training and Workshops
- About the Author
- Acknowledgments
- Index
- End User License Agreement.
