The Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
28th April 2017 | Journal Of Sales Transformation
Jeb Blount (author), Anthony Iannarino (foreword)
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. Blount makes a compelling case that sales-specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ, and sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.