Sales EQ
by Jeb Blount
Blount on the emotional side of selling: the buyer's five questions, the four levels of sales intelligence, shaping buyer emotions, and controlling your own disruptive feelings. Practical, long and repetitive, with sound points about likability and self-discipline.
Read it if…
you know your product cold and still lose to more likable reps.
See the book →
Skip it if…
you want a lean method book; Blount repeats himself.
Try instead: Objections →
Three things you will actually use
- Buyers decide emotionally and justify logically.
- Control your own emotions first.
- Likability is a skill, not a trait.
Do this first
Before each call, write the buyer's likely emotional state and your plan to shift it.
Our verdict
Emotion in the sale, at length.
See the book →
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