Sales EQ : how ultra high performers leverage sales-specific emotional intelligence to close the complex deal

The mysterious brown bag -- A perfect sales storm -- The irrational buyer -- Pattern painting, cognitive biases, and heuristics -- The four levels of sales intelligence -- Shaping win probability -- Dual process -- Empathy -- Self-awareness -- Sales drive -- Self-control -- Shaping win probability begins with qualification -- Engagement and micro-commitments -- Stalled deals and next steps -- Sales process -- Buying process -- The five stakeholders you meet in a deal -- Decision process -- Do I like you? -- Flexing to complement the four primary stakeholder personas -- Sales call agenda framework -- Do you listen to me? -- Discovery : sales is a language of questions -- Do you make me feel important? -- Do you get me and my problems? -- Asking : the most important sales discipline -- Turning around objections -- Do I trust and believe you? -- Amache