Author name: Jeb Blount

Car Sales EQ

The Meta-skill of 21st-Century Sales Professionals

Articles, Objections, Sales EQ /

Last year my wife purchased a new Jeep Grand Cherokee.  She did her research up front. Before she ever walked into the dealership she knew more about Jeep Grand Cherokees that the people selling them. She knew exactly what she wanted: sliver exterior, dark leather interior, navigation system, and a sun-roof. She’d compared prices across…...

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CRM

How to Turn Your CRM Into an Emotional Intelligence Tool [Video]

CRM, Sales EQ, Videos /

Lisa Earle McLeod, the author of the bestselling book Selling With Noble Purpose explains how to transform your CRM into an emotional intelligence tool that helps you focus on what buyers really want…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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UHP EI

How Emotional Intelligence Fuels Ultra-High Performance [Video]

Sales EQ, Videos /

Jeb Blount and Gerhard Gschwandtner dive into how emotional intelligence is an ultra-high performer’s secret weapon…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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selling with stories

Activating Your Buyer’s Brain With Stories [Video]

Communication, Presentation Skills, Videos /

In this video, Jeb Blount discusses the power of stories and how stories engage stakeholders with author Paul Smith…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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False Hope Poor Qualifying

The Danger of False Hope

Fanatical Prospecting, Qualifying, Sales EQ /

Recently I spent a day with a group of experienced yacht brokers. Rather than a typical seminar where I stood in front of them as a trainer, we sat around a big table and had a non-linear, free-flowing discussion on issues they faced in sales. This group, like many sales pros, was reeling from stretched…...

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red herring objections

Do Not Chase Red Herrings

Negotiation, Objections /

You must avoid getting drawn in by red herring objections at all costs. A red herring is something your stakeholder says that diverts your attention from the objective of your sales meeting. What Not to Do In Response to A Red Herring The term red herring is thought to originate from the practice of dragging…...

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The Four Titans Talk Sales Objections [Video]

Objections, Videos /

On this video, Jeb Blount, Mark Hunter, Anthony Iannarino, and Mike Weinberg discuss sales objections…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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Because Statements - Fanatical Prospecting

OutBound Workshop—Because Statements [Video]

Message Matters, Videos /

This is a full-length of replay of Jeb Blount delivering a workshop on how to build effective because statements. This workshop was delivered at OutBound Conference 2019 in Atlanta, Ga…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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Video Based Selling

5 Reasons You Should be Using Video In Your Sales Process

Balanced Prospecting, Sales Strategies, Sequencing, Strategic Prospecting /

Your stakeholders’ emotional experience while working with you during the buying journey is the most consistent predictor of outcome of any other variable. In other words, people buy you. Video is a powerful medium that may be used throughout the entire sales process to: — Engage New Prospects — Educate and Provide Insight — Advance…...

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