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

Sales EQ

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

Jeb Blount

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Categories:
PsychologyMarketing & Sales

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Key Takeaways from Sales EQ

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Mind Map

Sales EQ
Emotional Buying+
Disrupting Expectations+
Cognitive Dissonance+
Leveraging Empathy+
Emotional Control+
Likability+
Building Trust+

Quiz — Test Your Understanding

Question 1 of 8
How do buyers and salespeople typically differ in their emotional and logical approaches during the sales process?
  • A. Buyers start with logic and end with emotion, while salespeople start with emotion and end with logic.
  • B. Buyers start with emotion and end with logic, while salespeople start with logic and end with emotion.
  • C. Both buyers and salespeople rely entirely on emotion throughout the entire process.
  • D. Both buyers and salespeople rely entirely on logic until the final negotiation phase.
Question 2 of 8
In the story of the artisanal baker, why did the sales mentor Joe ask the baker to explain why his bread was worth more than supermarket bread?
  • A. To prove that the baker's pricing model was flawed and needed adjustment.
  • B. To distract the baker while he prepared the final leasing contract.
  • C. To trigger a pleasant surge of dopamine in the baker by getting him to talk about himself.
  • D. To gather competitive intelligence on the local baking industry.
Question 3 of 8
Why is it usually a mistake for a salesperson to present undeniable evidence that a prospect's current vendor is doing a terrible job?
  • A. It violates standard corporate non-disclosure agreements.
  • B. It makes the salesperson appear overly desperate for the commission.
  • C. It prompts the prospect to immediately demand a lower price.
  • D. It causes cognitive dissonance because the prospect wants to believe they make good choices.
Question 4 of 8
What is the recommended strategy for discussing a prospect's existing vendor without causing them emotional distress?
  • A. Avoid mentioning the current vendor at all costs.
  • B. Ask the prospect what they like about their current vendor.
  • C. Point out only the most obvious, undeniable flaws of the current vendor.
  • D. Offer a steep discount to make the prospect forget about the current vendor.
Question 5 of 8
According to the text, how can you test if you are a naturally empathetic person?
  • A. By observing whether you blame a person's bad behavior on their situation or their innate personality.
  • B. By tracking how quickly you can calm down after a stressful encounter.
  • C. By seeing if you can successfully customize a high-value product for a difficult client.
  • D. By measuring how much you talk versus how much you listen during a pitch.
Question 6 of 8
What happens to a salesperson's brain when a stressful situation triggers the fight-or-flight response?
  • A. The brain releases dopamine, making the salesperson overly confident.
  • B. The neocortex switches off, severely limiting rational thought.
  • C. The negativity bias activates, causing the salesperson to insult the buyer.
  • D. The brain's empathy centers expand, allowing for a better emotional connection.
Question 7 of 8
Many salespeople talk too much instead of listening. According to the text, which of the following is NOT an emotional reason behind this behavior?
  • A. Fear of the unknown regarding what the prospect might ask.
  • B. A calculated strategy to overwhelm the buyer's logic.
  • C. A need for control over the conversation.
  • D. Impatience with the customer's pace of speaking.
Question 8 of 8
How does the author describe the process of building trust with a prospect?
  • A. It is built instantly when you disrupt a buyer's role expectations.
  • B. It requires grand, expensive gestures to prove your commitment.
  • C. It relies entirely on having the lowest price in the market.
  • D. It is built 'brick by brick' through consistent, reliable behavior.

Sales EQ — Full Chapter Overview

Sales EQ Summary & Overview

Sales EQ (2017) explores how sales professionals can leverage the power of human emotion to boost their performance. It outlines the feelings that potential buyers experience and explains how sellers can learn to keep their own emotions in check during the sales process. 

Who Should Listen to Sales EQ?

  • Sales professionals seeking fresh insights
  • Entrepreneurs who want to get their business off the ground
  • Business students looking for a new perspective

About the Author: Jeb Blount

Jeb Blount is a best-selling author, executive advisor, and thought leader on sales and leadership. Forbes magazine has previously named him as one of the world’s top social sales influencers. 

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