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Sales EQ by Jeb Blount

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6Shaping Win Probability

The probable is what usually happens.

—Aristotle

There is not a one-size-fits-all solution for every sales situation. Complex sales are different from one-call closes. Calling on a business is different from selling a car. Selling software requires a different skill set than selling office automation equipment.

In sales, context matters. Every prospect, sales conversation, territory, company, and product is different and requires salespeople to adapt and adjust to those unique situations.

There is no black and white. There is no easy button that will make sales work perfectly every time. In some situations, you'll do something completely inappropriate and still manage to close the deal. In others, you'll run the sales process like a textbook and fall flat on your face.

It's what I find so beautiful about sales. There are no guarantees, no magic pills, no holy grail. There is only poetry and probability.

Poetry

There is poetry in emotion. It is the glue that connects all the disparate elements of the sales equation. Emotion is sales process agnostic. It influences sales outcomes across industry verticals, deal complexity, inside sales or field sales, any product or service, and in both business-to-business and consumer environments.

It's the ability to manage and leverage emotion to create the highest statistical chance of winning that separates ultra-high performers (UHPs) from everyone else. Your ability to shape and influence win probabilities is ...

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