Sales EQ (eBook, PDF)
How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
Alle Infos zum eBook verschenken
Sales EQ (eBook, PDF)
How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- Format: PDF
- Merkliste
- Auf die Merkliste
- Bewerten Bewerten
- Teilen
- Produkt teilen
- Produkterinnerung
- Produkterinnerung
Hier können Sie sich einloggen
Bitte loggen Sie sich zunächst in Ihr Kundenkonto ein oder registrieren Sie sich bei bücher.de, um das eBook-Abo tolino select nutzen zu können.
Sales EQ arms salespeople and sales leaders with the tools to identify their most important emotional intelligence developmental and learning needs and strategies for developing their Sales EQ. Readers learn how to leverage Sales EQ to improve the buying experience and close more deals faster and gain easy to understand and deploy frameworks for human to human interaction developed around the 5 Most Important Questions in Sales: * Do I like you? * Do you listen to me? * Do you make me feel important? * Do you get me and my problems? * Do I trust and believe you? In every interaction with a…mehr
- Geräte: PC
- mit Kopierschutz
- eBook Hilfe
- Größe: 3.61MB
- Warren GreshesThe Best Damn Sales Book Ever (eBook, PDF)15,99 €
- Amos SchwartzfarbSell More Faster (eBook, PDF)18,99 €
- Keith RosenCoaching Salespeople into Sales Champions (eBook, PDF)20,99 €
- John HooverHow to Sell to an Idiot (eBook, PDF)11,99 €
- Steve W. MartinHeavy Hitter Sales Wisdom (eBook, PDF)17,99 €
- Jeff ThullExceptional Selling (eBook, PDF)17,99 €
- Ron KarrLead, Sell, or Get Out of the Way (eBook, PDF)16,99 €
-
-
-
Dieser Download kann aus rechtlichen Gründen nur mit Rechnungsadresse in A, B, BG, CY, CZ, D, DK, EW, E, FIN, F, GR, HR, H, IRL, I, LT, L, LR, M, NL, PL, P, R, S, SLO, SK ausgeliefert werden.
- Produktdetails
- Verlag: John Wiley & Sons
- Seitenzahl: 320
- Erscheinungstermin: 2. März 2017
- Englisch
- ISBN-13: 9781119325949
- Artikelnr.: 47884077
- Verlag: John Wiley & Sons
- Seitenzahl: 320
- Erscheinungstermin: 2. März 2017
- Englisch
- ISBN-13: 9781119325949
- Artikelnr.: 47884077
Chapter 1 The Mysterious Brown Bag 1
The Lesson of a Lifetime 2
A Front-Row Seat into the Mind of a UHP 4
Chapter 2 A Perfect Sales Storm 7
Meet the Ultra-High-Performance Sales Professional 9
Chapter 3 The Irrational Buyer 11
Nail-Biting Suspense 12
The Answer 12
The Reason 13
To Buy Is Human 14
The Secret Ingredient 17
Approach Buyers the Way They Buy 18
Chapter 4 Pattern Painting, Cognitive Biases, and Heuristics 20
Pattern Monster 21
Pattern Painting 22
Mental Shortcuts 23
People Act on Emotion and Justify with Logic 24
Chapter 5 The Four Levels of Sales Intelligence 28
Innate Intelligence 29
Acquired Intelligence 30
A Thirst for Knowledge 31
Technological Intelligence 32
Emotional Intelligence 33
IQ + AQ + TQ + EQ--A Powerful Combination 33
Chapter 6 Shaping Win Probability 35
Poetry 36
Win Probability Is the First Rule of
Ultra-High Sales Performance 36
Fanatical Prospecting 38
The Law of Replacement 39
Disciplined Qualifying 40
Mapping Stakeholders 40
Aligning the Three Processes of Sales 41
Sales EQ and Human Influence Frameworks 42
Chapter 7 Dual Process 44
Sales EQ Balances the Scales 45
Four Pillars of Sales-Specific Emotional Intelligence 46
Chapter 8 Empathy 48
The Foundation of Sales EQ 50
Empathy Scale 50
Intentional Empathy 52
Regulating Empathy 54
Chapter 9 Self-Awareness 56
Self-Awareness Is the Mother of High Sales EQ 57
Psychometric Assessments 58
Get a Coach or Mentor 59
Ask for Feedback 60
Write Down Your Goals and Plans 60
360-Degree Review 60
Self-Reflection 62
Chapter 10 Sales Drive 64
Developing Drive 66
Physical Fitness 68
Develop Mental Toughness 70
Chapter 11 Self-Control 72
Managing Disruptive Emotions 73
Genesis of Disruptive Emotions 74
Fight or Flight 77
Cognitive Biases 80
Developing Self-Control 84
Rise Above Emotion and Choose Your Behaviors 93
Chapter 12 Shaping Win Probability Begins with Qualification 95
Chasing Ugly Deals 96
Define the Strike Zone 97
Qualifying Methodologies and Shortcuts 97
Nine-Frame Qualification Matrix 101
Measure Every Prospect against Your Ideal
Qualified Prospect Profile 104
Murder Boarding 107
Chapter 13 Engagement and Micro-Commitments 109
Testing Engagement 110
Tune In to Emotions 111
Micro-Commitments 113
Leveraging the Value Bias and Consistency Principle 114
Getting Caught Up in Emotion 115
Chapter 14 Stalled Deals and Next Steps 118
The Bane of Sales Organizations 119
The Cardinal Rule of Sales Conversations 120
Getting Past the Next-Step Brush-Off 122
Ledge 123
Disrupt 124
Ask 126
Chapter 15 Sales Process 128
Disruptive Emotions Disrupt the Sales Process 129
Winging It 130
Complexity Is the Enemy of Execution 133
No Sales Process 133
Aligning the Three Processes of Sales 137
Chapter 16 Buying Process 139
Mapping the Buying Process 140
The Danger of Getting Out of S
Chapter 1 The Mysterious Brown Bag 1
The Lesson of a Lifetime 2
A Front-Row Seat into the Mind of a UHP 4
Chapter 2 A Perfect Sales Storm 7
Meet the Ultra-High-Performance Sales Professional 9
Chapter 3 The Irrational Buyer 11
Nail-Biting Suspense 12
The Answer 12
The Reason 13
To Buy Is Human 14
The Secret Ingredient 17
Approach Buyers the Way They Buy 18
Chapter 4 Pattern Painting, Cognitive Biases, and Heuristics 20
Pattern Monster 21
Pattern Painting 22
Mental Shortcuts 23
People Act on Emotion and Justify with Logic 24
Chapter 5 The Four Levels of Sales Intelligence 28
Innate Intelligence 29
Acquired Intelligence 30
A Thirst for Knowledge 31
Technological Intelligence 32
Emotional Intelligence 33
IQ + AQ + TQ + EQ--A Powerful Combination 33
Chapter 6 Shaping Win Probability 35
Poetry 36
Win Probability Is the First Rule of
Ultra-High Sales Performance 36
Fanatical Prospecting 38
The Law of Replacement 39
Disciplined Qualifying 40
Mapping Stakeholders 40
Aligning the Three Processes of Sales 41
Sales EQ and Human Influence Frameworks 42
Chapter 7 Dual Process 44
Sales EQ Balances the Scales 45
Four Pillars of Sales-Specific Emotional Intelligence 46
Chapter 8 Empathy 48
The Foundation of Sales EQ 50
Empathy Scale 50
Intentional Empathy 52
Regulating Empathy 54
Chapter 9 Self-Awareness 56
Self-Awareness Is the Mother of High Sales EQ 57
Psychometric Assessments 58
Get a Coach or Mentor 59
Ask for Feedback 60
Write Down Your Goals and Plans 60
360-Degree Review 60
Self-Reflection 62
Chapter 10 Sales Drive 64
Developing Drive 66
Physical Fitness 68
Develop Mental Toughness 70
Chapter 11 Self-Control 72
Managing Disruptive Emotions 73
Genesis of Disruptive Emotions 74
Fight or Flight 77
Cognitive Biases 80
Developing Self-Control 84
Rise Above Emotion and Choose Your Behaviors 93
Chapter 12 Shaping Win Probability Begins with Qualification 95
Chasing Ugly Deals 96
Define the Strike Zone 97
Qualifying Methodologies and Shortcuts 97
Nine-Frame Qualification Matrix 101
Measure Every Prospect against Your Ideal
Qualified Prospect Profile 104
Murder Boarding 107
Chapter 13 Engagement and Micro-Commitments 109
Testing Engagement 110
Tune In to Emotions 111
Micro-Commitments 113
Leveraging the Value Bias and Consistency Principle 114
Getting Caught Up in Emotion 115
Chapter 14 Stalled Deals and Next Steps 118
The Bane of Sales Organizations 119
The Cardinal Rule of Sales Conversations 120
Getting Past the Next-Step Brush-Off 122
Ledge 123
Disrupt 124
Ask 126
Chapter 15 Sales Process 128
Disruptive Emotions Disrupt the Sales Process 129
Winging It 130
Complexity Is the Enemy of Execution 133
No Sales Process 133
Aligning the Three Processes of Sales 137
Chapter 16 Buying Process 139
Mapping the Buying Process 140
The Danger of Getting Out of S