Sales EQ: the 5 Questions That Matter Most to Closing the Deal

Title Page
 Copyright
 Dedication
 Foreword
 Chapter 1: The Mysterious Brown Bag
 The Lesson of a Lifetime
 A Front-Row Seat into the Mind of a UHP
 Chapter 2: A Perfect Sales Storm
 Meet the Ultra-High-Performance Sales Professional
 Note
 Chapter 3: The Irrational Buyer
 Nail-Biting Suspense
 The Answer
 The Reason
 To Buy Is Human
 The Secret Ingredient
 Approach Buyers the Way They Buy
 Notes
 Chapter 4: Pattern Painting, Cognitive Biases, and Heuristics
 Pattern Monster
 Pattern Painting
 Mental Shortcuts
 People Act on Emotion and Justify with Logic
 Notes. Chapter 5: The Four Levels of Sales IntelligenceInnate Intelligence
 Acquired Intelligence
 A Thirst for Knowledge
 Technological Intelligence
 Emotional Intelligence
 IQ + AQ + TQ + EQ-A Powerful Combination
 Notes
 Chapter 6: Shaping Win Probability
 Poetry
 Win Probability Is the First Rule of Ultra-High Sales Performance
 Fanatical Prospecting
 The Law of Replacement
 Disciplined Qualifying
 Mapping Stakeholders
 Aligning the Three Processes of Sales
 Sales EQ and Human Influence Frameworks
 Note
 Chapter 7: Dual Process
 Sales EQ Balances the Scales. Four Pillars of Sales-Specific Emotional IntelligenceChapter 8: Empathy
 The Foundation of Sales EQ
 Empathy Scale
 Intentional Empathy
 Regulating Empathy
 Notes
 Chapter 9: Self-Awareness
 Self-Awareness Is the Mother of High Sales EQ
 Psychometric Assessments
 Get a Coach or Mentor
 Ask for Feedback
 Write Down Your Goals and Plans
 360-Degree Review
 Self-Reflection
 Notes
 Chapter 10: Sales Drive
 Developing Drive
 Physical Fitness
 Develop Mental Toughness
 Notes
 Chapter 11: Self-Control
 Managing Disruptive Emotions
 Genesis of Disruptive Emotions
 Fight or Flight
 Cognitive Biases. Developing Self-ControlRise Above Emotion and Choose Your Behaviors
 Notes
 Chapter 12: Shaping Win Probability Begins with Qualification
 Chasing Ugly Deals
 Define the Strike Zone
 Qualifying Methodologies and Shortcuts
 Nine-Frame Qualification Matrix
 Measure Every Prospect against Your Ideal Qualified Prospect Profile
 Murder Boarding
 Note
 Chapter 13: Engagement and Micro-Commitments
 Testing Engagement
 Tune In to Emotions
 Micro-Commitments
 Leveraging the Value Bias and Consistency Principle
 Getting Caught Up in Emotion
 Chapter 14: Stalled Deals and Next Steps. The Bane of Sales OrganizationsThe Cardinal Rule of Sales Conversations
 Getting Past the Next-Step Brush-Off
 Ledge
 Disrupt
 Ask
 Chapter 15: Sales Process
 Disruptive Emotions Disrupt the Sales Process
 Winging It
 Complexity Is the Enemy of Execution
 No Sales Process
 Aligning the Three Processes of Sales
 Chapter 16: Buying Process
 Mapping the Buying Process
 The Danger of Getting Out of Sync
 Average Salespeople Dance
 Shaping the Buying Process
 Get There First
 Leverage
 Average Salespeople Become Buying Process Puppets
 Chapter 17: The Five Stakeholders You Meet in a Deal.