Sales EQ summary
Book Summary & Synopsis
What's it about?
This book explains how emotions shape buying decisions and sales performance. It shows how salespeople can manage their own emotions, understand buyers, reduce cognitive dissonance, use empathy, listen effectively, become more likable, and build lasting trust.
Who is it for?
- Sales professionals who want to understand the emotional side of buying decisions.
- Anyone seeking practical ways to stay composed, connect with buyers, listen better, and build reliable relationships in sales.
About the author
Jeb Blount presents a sales approach centered on emotional intelligence, buyer behavior, preparation, empathy, listening, and trust.
From the Introduction & First Chapter
Introduction
Sales EQ by Jeb Blount. Sales success hinges on understanding and managing emotions, not just logic. Do you ever wonder why logical arguments sometimes fail in sales? It's a common frustration for many professionals.
You present a compelling case, yet the prospect hesitates. This book explores the powerful role emotions play in buying decisions. It reveals how to connect with buyers on a deeper level. You'll learn to navigate their feelings and your own.
This is what it takes to become an ultra-high sales performer.
disrupting buyer expectations
Disrupting Buyer Expectations. Art was a young salesman facing a tough situation. He was trying to sell truck leasing to an artisanal baker.
The baker balked at the price, claiming it was too high. Art felt stuck and invited his mentor Joe to the next meeting. To Art's surprise, they sealed the deal with a brown paper bag. How did a simple bag save the day?
Let's examine the buyer's behavior. The baker's price complaint was typical buyer behavior, but Joe flipped the script. The key message is that great salespeople disrupt expectations creatively. They win deals by thinking outside the box.
After hearing the baker's price concerns, Joe produced a bag. It held two loaves of bread. One was a cheap supermarket loaf. The other was the baker's expensive artisanal creation.
This visual disrupted the baker's expectations of a salesperson. Joe had his full attention. He then asked what made his bread worth three times more. The baker passionately explained its superior taste and ingredients.
Why did Joe ask this simple question? When we talk about ourselves, we feel good. This is due to a rush of dopamine. By letting the baker talk, Joe activated this pleasant feeling.
Subconsciously, the baker wanted to reciprocate Joe's good mood. When the baker finished, Joe explained his company's approach. They were also more expensive because they offered higher quality. They were the artisanal bread of truck companies.
By using the baker's own language and logic, Joe built understanding. Speaking the same language fostered trust.
Table of Contents
- 1 Introduction 0:40
- 2 disrupting buyer expectations 1:54
- 3 Emotions Drive Buying Choices 1:48
- 4 Reducing Cognitive Dissonance 1:55
- 5 using empathy in sales 1:48
- 6 controlling your emotions 1:52
- 7 becoming more likable 1:50
- 8 building lasting trust 3:13
