Sales EQ

Foreword

Air Force Colonel John Boyd, the man who popularized the observe, orient, decide, and act (OODA) loop and perhaps America's Sun Tzu, admonished a U.S. Department of Defense enamored with technology to put certain priorities in the right order. He insisted on “People. Ideas. Technology. In that order.”

Boyd believed strongly that people come first. Technology, therefore, serves people and ideas. Technology isn't and cannot be a substitute for human beings and their resourcefulness, creativity, and ability to forge and leverage relationships.

In a day and age when technology is disrupting and disintermediating entire industries and radically changing life as we know it, there are still a few of us willing to remind you of what's most important—especially when it comes to sales and commercial relationships.

At a time when many technology companies and pundits (usually with an ulterior motive) suggest that “people” are no longer how the game of sales is won or lost, that technology is what matters most, Jeb Blount comes forward with Sales EQ. This extraordinary message about sales-specific emotional intelligence and human relationships will radically improve your sales results and change the way you look at sales.

In Sales EQ, you will gain a deeper understanding of human psychology and influence frameworks. You'll take a journey inside your mind to understand the cognitive biases and disruptive emotions that hold you back in interpersonal relationships and undo your efforts ...