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

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Chapter 1 The Mysterious Brown Bag
Chapter 2 A Perfect Sales Storm
Chapter 3 The Irrational Buyer
Chapter 4 Pattern Painting, Cognitive Biases, and Heuristics
Chapter 5 The Four Levels of Sales Intelligence
Chapter 6 Shaping Win Probability
Chapter 7 Dual Process
Chapter 8 Empathy
Chapter 9 Self-Awareness
Chapter 10 Sales Drive
Chapter 11 Self-Control
Chapter 12 Shaping Win Probability Begins with Qualification
Chapter 13 Engagement and Micro-Commitments
Chapter 14 Stalled Deals and Next Steps
Chapter 15 Sales Process
Chapter 16 Buying Process
Chapter 17 The Five Stakeholders You Meet in a Deal
Chapter 18 Decision Process
Chapter 19 Do I Like You?
Chapter 20 Flexing to Compliment the Four Primary
Chapter 21 Sales Call Agenda Framework
Chapter 22 Do You Listen to Me?
Chapter 23 Discovery: Sales Is a Language of Questions
Chapter 24 Do You Make Me Feel Important?
Chapter 25 Do You Get Me and My Problems?
Chapter 26 Asking: The Most Important Sales Discipline
Chapter 27 Turning Around Objections
Chapter 28 Do I Trust and Believe You?
Chapter 29 Amache

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Availability

5555130477

658.85019 BLO s

Pusat (Sirkulasi)

Available

Detail Information

Series Title

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Call Number

658.85019 BLO s

Publisher

New Jersey : Joh Wiley & Sons., 2017

Collation

xiv, 306p., Illust., Index. 14 x 22 cm

Language

English

ISBN/ISSN

978-1-119-31257-4

Classification

658.85019

Content Type

text

Media Type

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Carrier Type

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Edition

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Subject(s)

SELLING
EMOTIONAL INTELLIGENCE
SELLING-PSYCHOLOGICAL ASPECTS

Specific Detail Info

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Statement of Responsibility

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