In Sales EQ, Jeb Blount addresses the cold truth that product knowledge and pitch control are no longer sufficient for sales success.
He argues that while companies spend billions on training these traditional skills, many salespeople still miss their quotas.
The book introduces a new paradigm where the competitive edge lies in Sales-Specific Emotional Intelligence, rather than just technology or process control.
Blount explores the behaviors of the top one percent of sales professionals who consistently outperform their peers.
These ultra-high performers understand that the experience of buying is often more critical to the prospect than the product features or price.
By leveraging the psychology of selling, these experts keep prospects engaged and effectively influence their decision-making process, particularly in an era of increasingly fleeting attention spans.
Key Takeaways:
- The buying experience is more important than the product or price.
- Emotional intelligence is the key differentiator for top sales performers.
- Traditional sales training often overlooks the psychology required to close complex deals.
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