SKU: 60818258206

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

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Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex DealThe 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

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 percent or more of their salespeople miss quota.

Yet, in this new paradigm, an elite group of top 1 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 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no
  • How to master 7 People Principles that will give you the power to influence anyone to do almost anything
  • How to shape and align the 3 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

Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb 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.

Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).



Binding Type: Hardcover
Publisher: Wiley
Published: 03/20/2017
ISBN: 9781119312574
Pages: 320
Weight: 1.00lbs
Size: 8.60h x 5.70w x 1.30d
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SKU: 60818258206

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4.5 ★★★★★
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FussKM
Houston, US
★★★★★ 5
Toughest toys around!!!
Color: Gorilla, Size: Small
After 30 years of shopping for dog toys & endless nights of sewing them back together, those days are over thanks to this brand of toys! These get taken outside where they are brutally tugged, twisted, snatched, tossed and shaken to no end by our 58lb black mouth cur & 80lb Shepherd Retriever mix. Most times they bring them back in the house but 2 of them they keep outside in the scorching Florida sun & rain & they're still tough as can be! The only damage these 2 toy punishers have managed to do is occasionally kill a squeaky inside (after about a year or more) & eventually the ones they will keep outside they have managed to get the black trim piece that goes around the outside edge to come off in a small section but it's still hanging on the toy flapping around smacking them in the face (which our black mouth cur love's,lol). I first bought 2 small ones (yellow duck & pink pig) Christmas 2020. They held up so well that a few months later I bought the fox, dog & purple gecko. We also have the gorilla, snake, green gator (their favorite right now), orange gecko, a 2nd duck, raccoon & a few others I can't think of right now. The glorious thing is I haven't had to sew a single toy in over 2 years & I don't have to worry about my girls getting too rough with them when playing & the best part is not having to worry about them defluffing them & ingesting it or choking on it especially when I'm not at home. I don't have to pick them up before leaving to ensure they are safe. They can continue to terrorize the house playing with these even when we're not there & the only thing I have to worry about is what are they going to break when they sling one of these across the room. This brand is the only brand of dog toy we buy now. We have not had to throw any of them that we've bought away either & the cost is perfect for the value that you definitely get!
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Reviewed in the United States on August 8, 2022
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Heather Svoboda
Grantham, US
★★★★★ 5
The only toy my dog wants
Color: Gator, Size: Large, Color: Gator, Size: Large
I have a 9 year old, 12 pound chihuahua, and this toy is everything to him. Ever since he was a tiny puppy, he’s liked toys that are at least as big as he is. Once I got him this, it was the only toy he’d play with. He carries it everywhere. He likes to chew on it, and sometimes pulls apart the threads. He LOVES to play tug of war with it, so the handle is awesome. It has so many squeakers, which is also a plus, and it holds up well for our little guy. We’ve probably had at least 10 of this same toy, we get him a new one about once a year when it starts to get worn. I worry that if they ever stop making it, he’ll be depressed lol. It’s been with him at all life stages and he doesn’t go anywhere without it. Really can’t ask for more when your dog loves a toy this much
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Reviewed in the United States on September 1, 2025
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MM
Phoenix, US
★★★★★ 5
Lots of squeakers in this one!
Color: Gator, Size: Large
Our rescue dog is a power chewer so this one doesn't last long, but I still gave 5 stars because it's not advertised for power chewers, so I knew what we were getting when we bought it. So why did I buy this for our dog? The number of squeakers... the dog goes nuts for those and it makes the toy last longer because she will only play with the ones that still squeak.
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Reviewed in the United States on July 18, 2024
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Amazon Customer
Bozeman, US
★★★★★ 1
NOT for aggressive chewers!
Color: Lion, Size: Medium
My aggressive chewer had destroyed this in 3 minutes! Chewed off the ears, and chewed apart the body to try to get to the squeaker - it was in the trash 5 minutes after I gave it to him! Yes, the seams are tough, but he easily chewed around them. Don’t buy this if your dog is an aggressive chewer!
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Reviewed in the United States on February 11, 2026
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Susy
Whiting, US
★★★★★ 4
Somewhat durable.
Color: Elephant, Size: Small
My dog loves these toys, I think it's the squeaker. I've tried several and this elephant one holds up the best.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on September 28, 2025

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