![]() These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. 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. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. ![]() ![]() It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. 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. 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. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Buyers have more power-more information, more at stake, and more control over the sales process-than any time in history. The sales profession is in the midst of a perfect storm.
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