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Sales EQ : L'intelligence émotionnelle au service de la vente - Jeb Blount

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Découvrez comment les meilleurs vendeurs atteignent des sommets grâce à l'intelligence émotionnelle. Dans cet ouvrage de référence publié par Wiley, Jeb Blount et Anthony Iannarino analysent les nouvelles dynamiques de vente à l'ère du numérique, où l'attention des acheteurs est devenue une denrée rare. Ce livre de 320 pages, au format broché, vous...

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Description produit
Marque
GENERIC
Titre principal
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
Editeur
Wiley
Type de produit
Paperback
Présentation du livre
Paperback
Release date
3/20/2017 12:00:00 AM
Langue d'origine
English
ISBN
1119312574
Dimensions
5.8 x 1.2 x 8.6 inches
Nombre de pages de livre
320 pages
Langue - Librairie
English
Résumé
The New Psychology of SellingThe 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 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 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 5 Most Important Questions in Sales to make it virtually impossible for prospects to say noHow to master 7 People Princ
Auteur(s)
Jeb Blount, Anthony Iannarino
Date de parution
3/20/2017 12:00:00 AM