Books with author Jeb Blount

The new psychology of selling. The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to "challenge", "teach", "help", give "insight", or sell "value". And a relentless onslaught of "me-too" competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge - controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch - are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50% or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top one percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling - Sales EQ - to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You'll learn: How to answer the five most important questions in sales to make it virtually impossible for prospects to say no How to master seven people principles that will give you the power to influence anyone to do almost anythingHow to shape and align the three processes of sales to lock out competitors and shorten the sales cycleHow to flip the buyer script to gain complete control of the sales conversationHow to disrupt expectations to pull buyers towards you, direct their attention, and keep them engagedHow to leverage non-complementary behavior to eliminate resistance, conflict, and objectionsHow to employ the bridge technique to gain the micro-commitments and next steps you need to keep your deals from stallingHow to tame irrational buyers, shake them out of their comfort zone, and shape the decision making processHow to measure and increase you own Sales EQ using the 15 sales specific emotional intelligence markersAnd so much more!

Adversity does not build a person it first reveals a person to one's self. Escaping a dangerous environment, graduating high school, earning a football scholarship, two sport athlete in college, ran a 4.25 forty yard dash, graduating college, playing in the Canadian Football league to BOOM, federal prison. In this book I vividly describe how I transformed my mind set and became open minded to the world around me Studying my past and understanding my faults gave me closure and permission to take on a new task in life as I described in my first book "Football To The Feds". Reading over 30 mind transformation books and taking an interest in the way our brain works I gravitated to authors like James Allen and Napoleon Hill. In this book I talk about how I applied my book knowledge and street knowledge to my everyday life and how I'm accomplishing every little goal to obtain the big goal.

In this book, you will either understand or gainunderstanding of an underprivileged, self-motivated individual whose odds were stacked against him.Embracing trauma and turmoil, barely surviving in thetrenches of Tampa Florida, Jeremy beats the odds and earnsa full scholarship to the University of South Dakota. While incollege he was introduced to drugs, alcohol and otherbehaviors that reinforced his unaddressed irrationalthinking, leading to a very poor choice. Jeremy joined ascheme to defraud the United States Government, wasconvicted and surrendered himself to federal prison in 2014.Jeremy then embarks on his journey of reconstruction andnow speaks to how he has overcome adversity today.

In this book, you will either understand or gainunderstanding of an underprivileged, self-motivated individual whose odds were stacked against him.Embracing trauma and turmoil, barely surviving in thetrenches of Tampa Florida, Jeremy beats the odds and earnsa full scholarship to the University of South Dakota. While incollege he was introduced to drugs, alcohol and otherbehaviors that reinforced his unaddressed irrationalthinking, leading to a very poor choice. Jeremy joined ascheme to defraud the United States Government, wasconvicted and surrendered himself to federal prison in 2014.Jeremy then embarks on his journey of reconstruction andnow speaks to how he has overcome adversity today.

The City-State of Sandfell is a mecca for trade that precariously hangs in the balance between two of its mighty trading partners. The City clings to the shores of the Island that boasts the same name. In this City resides a self-sufficient orphan boy by the name of Bryant. Bryant lives on his own and survives day to day by dodging neighborhood street gangs and Watch Officers that roam the cities mean streets. In a desperate bid to raise some much needed coin he takes a forbidden trip into the deadly jungle that surrounds the city. After a very close run in with the creatures that stalk the sweltering jungle he finds Marta. She is a young unbounded Waverunner, which is a legendary living ship. Marta shipwrecked on the shores of the stream for countless years chooses Bryant as her Captain. The choosing is a lifelong commitment that bonds the two and heightens both of their senses. As they explore their new found abilities they battle a fleet of deadly warriors, and monsters of the deep, all before finding a safe haven.

The City-State of Sandfell is a mecca for trade that precariously hangs in the balance between two of its mighty trading partners. The City clings to the shores of the Island that boasts the same name. In this City resides a self-suffient orphan boy by the name of Bryant. Bryant lives on his own and survives day to day by dodging neighborhood street gangs and Watch Officers that roam the cities mean streets. In a desperate bid to raise some much needed coin he takes a forbidden trip into the deadly jungle that surrounds the city. After a very close run in with the creatures that stalk the sweltering jungle he finds Marta. She is a young unbounded Waverunner, which is a legendary living ship. Marta shipwrecked on the shores of the stream for countless years chooses Bryant as her Captain. The choosing is a lifelong commitment that bonds the two and heightens both of their senses. As they explore their newfound abilities they battle a fleet of deadly warriors, and monsters of the deep, all before finding a safe haven.