115 Sales EQ by Jeb Blount

Fanatical Prospecting is a detailed guide that explains the importance and methods of prospecting in sales. The book outlines innovative approaches to prospecting, including the use of social media, telephone, email, text messaging, and cold calling. It emphasizes the need for a balanced prospecting methodology to avoid sales slumps and keep the pipeline full of qualified opportunities. Key concepts include the 30-Day Rule, the Law of Replacement, the Law of Familiarity, the 5 C’s of Social Selling, and various frameworks for effective prospecting. The book is designed to help salespeople, sales leaders, entrepreneurs, and executives improve their sales productivity and grow their income by consistently and effectively prospecting.

In this highly acclaimed book, Dr. Robert B. Cialdini explains the psychology behind why people say yes and how to apply these insights ethically. The book outlines six universal principles of influence: Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, and Scarcity. The new and expanded edition includes a seventh principle, Unity, along with new research, insights, and examples. Cialdini uses memorable stories and relatable examples to make the subject accessible and easy to understand, helping readers become more skilled persuaders and defend themselves against unethical influence attempts.

This book provides actionable advice on improving study habits, managing stress, and maintaining mental well-being. It introduces the SAAD framework for effective learning and emphasizes the importance of a growth mindset. The guide also covers productivity techniques and mindfulness practices to enhance academic success.

In 'Sales EQ', Jeb Blount emphasizes the importance of emotional intelligence in sales, highlighting that emotions play a crucial role in decision-making rather than just rational logic. The book explains how top sales performers use four key pillars of Sales EQ: empathy, self-awareness, self-control, and sales drive. It also discusses the alignment of sales, buying, and decision processes, the use of micro-commitments, and the answering of critical questions that stakeholders ask themselves during the sales process. Blount provides practical advice on mastering the psychology of influence and managing emotions to achieve ultra-high sales performance.