Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal (Jeb Blount, 2017)

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  • Emotional trigger by speaking in the customer's language and showing caringness within the company
  • The more pitches, the more customers will dislike you
  • Cognitive dissonance - ask customers about your competitor because people are more attuned to negativity
  • Innate Intelligence (IQ), Acquired Intelligence (AQ), Technological Intelligence (TQ), Emotional Quotation (EQ)
  • Win probability - prospecting > qualifying > BASIC mapping (Buyers, Amplifiers, Seekers, Influencers, Coaches) > Sales EQ & human framework
  • Law of replacement - one prospect close, the other 9 automatically deemed as lose
  • Self assessment - DISC or MBTI
  • Increase sales rive with optimism, competitiveness and the need for achievement
  • Qualifying client - BANT (budget, authority, need, timeline), ANUM (authority, need, urgency, money), PACT (pain, authority, consequence, target profile), MEDDIC (metrics, economic buyer, decision criteria, decision process, identifying pain, champion), TAS (Opportunity? Compete? Win? Worth?), WOLFE (window, opportunity, loyalty, fit, engagement)
  • Hard to close deals: dilute influence then get micro-commitments
  • Rejection turnaround - ledge (agree with customers) > disrupt (get a convenient time) > ask (for commitment)
  • Objection turnaround - relate > clarify > minimise (remind their problems, pain, threat) > ask again > fall back plan
  • Perceived scarcity effect - we want things we can’t have more than anything else
  • Failure in sales when - disruptive emotions (eagerness), winging (not planning), complexity, no sales process
  • Sales process - prospect > connect > discover > bridging > asking (closing) > negotiation > implement
  • Learn to walk away from no chance deals
  • Decision questions - 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?
  • Stakeholders persona - director (craves control, direct, business first, result/action), analyser (data driven, linear thinker, methodical, emotional wall), socialiser (outgoing, needs to feel important, intuitive, heart then mind), consensus (passive, indecisive, interrogator, listens)
  • IMPORTANT: share stories, ask questions and listens!
  • Sales discovery - board open-ended questions > probing > clarifying > next step


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