SALES EQ - JEB BLOUNT (Book Review & Notes) Chapters 1-10

“People buy for their reasons not yours.” I’ve read numerous sales books that all say this. “It follows then , that to be effective, you must approach people the way they buy rather than the way you sell.”

When you give people complients about their business it kicks off “a self-disclosure dopamine loop” in their brain that rewards them for talking.

Speak in context and language that the other person can most easily relate to

People buy on emotion and justify with logic… In other words as a sales person we like to start with logic but that’s not usually how people buy it’s more emotional then most people realize. People would rather buy from someone that makes them feel good. “The ultra high performer is acutely aware that the emotional experience of buying from them is far more important than products, prices, features and solutions.”

Our brains are like computers, as the coginitive load grows, it slows down and become less effective. The brain is unable to focus and attention control diminishes… So basically, make it digestible.

When you look,sound and feel like every other sales rep, your stakeholder finds you boring and shifts into their reflective buyer script. The buyer script is rote. Habit.

A heuristic is a mental shortcut our brains leverage to make quick decisions in the thick of complexity.

“Humans have an overridding desire to be consistent in their thoughts, beliefs, values, and actions. To achieve this comfortable equilibrium, we constantly seek dissonance reduction, much like hunger causes us to seek food to comfort a growing stomach. Dissonance is so emotionally painful that people will, in many cases, deny facts, deny evidence, and rationalize anything to protect a core belief.”

When talking with a client always ask something along the lines of “John, could you tell me what you like most about ABC vendor?.” When you ask people this they will initially respond with a few positives and “quickly shift to negatives.”

People who develop an internal locus of control believe that they have control over their life, actions, and situation. People who have an external locus of control believe they are at the mercy of outside forces, luck and chance.

The Universal Law of Need: This principle governs despiration. It states that the nore you need something, the less likely it is you will get it.

If you don’t have a bigger ego than most people, you’re probably not going to last long in the sales profession.

About 90% of outbound communication from ultra high performers was by phone. Human to human interation.

The more empathetic you are generally the higher your EQ is.

Ask someone you work with to complete a 360-degree review of you

Sales drive is more important than talent, experience, education, skills, or technique.

You are not defined by what happens to you but rather by how you deal with what happens to you.

Sleep deprevation will erode you sales EQ

Mental toughness is the ability to accept pain and sacrifice today for a win in the future. In sales success is pain in advance.