If You're Curious About These Questions...
You should listen to this audiobook
- Have you ever wondered why the world's most successful 'Ultra-High Performers' rely more on emotional intelligence than traditional sales techniques to close the biggest deals?
- Did you know that your potential buyers are often making their final decision based on subconscious feelings long before you’ve finished your logical pitch?
- What if you could master the hidden psychological triggers that allow you to stay in total control of the sales conversation, even when the pressure is at its peak?
Listen to Sales EQ — Free Audiobook
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Key Takeaways from Sales EQ
- Learn how to disrupt a buyer's expectations with creative thinking to instantly capture their attention and score the deal.
- Discover why getting prospects to talk about themselves triggers a dopamine rush that subconsciously builds mutual trust and reciprocation.
- Understand why buyers lead with emotion and close with logic, and how syncing with this timeline prevents you from pitching your product too early.
- Master the art of reducing a prospect's cognitive dissonance by avoiding the fatal mistake of bad-mouthing their current vendor.
- Find out how to navigate a sale according to your prospect’s emotional temperature instead of relying on rational arguments that actually work against you.
Learning Tools
Reinforce what you learned from Sales EQ
Mind Map
Sales EQ
Emotional Buying
Heart Over Head
Emotional Asymmetry
Disrupting Expectations
Creative Engagement
Triggering Dopamine
Building Connection
Cognitive Dissonance
The Danger of Contradiction
The Negativity Bias Solution
Leveraging Empathy
Understanding the Buyer
Empathy Test
Emotional Control
The Fight-or-Flight Trap
Preparation as Shield
Likability
The Likability Premium
The Importance of Listening
Actionable Advice
Building Trust
Consistent Behavior
Avoiding Erosion
Buyer's Desire
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?
Sales EQ — Full Chapter Overview
Chapter 1: Recommendation
Chapter 2: The best salespeople think creatively to disrupt roles and score better sales deals.
Chapter 3: Our emotions, not logic, are what drive our purchasing decisions.
Chapter 4: You’ll close more sales by reducing your prospect’s overall cognitive dissonance.
Chapter 5: Great sellers use empathy to guide buyers through their emotions and purchases successfully.
Chapter 6: Ultra high performers remain in complete control of their own emotions.
Chapter 7: We buy more from those we like.
Chapter 8: Trust is a tricky yet vital part of the sales process.
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
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