Sales EQ. Blount Jeb

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only by the intellect. The judgment of the intellect is only part of the truth.

– Carl Jung

      There is no doubt that ultra-high performers (UHPs) are smart people. They are keen observers and have insatiable curiosity. They have the innate ability and talent to connect disparate ideas, data, and patterns and then leverage these mashups of information to offer insights and solve problems.

      The good news is it is highly likely that you have an above-average IQ. I know this because people with above-average IQs are statistically more likely to read books and seek out knowledge.

      The bad news is a high IQ is not enough. Ultra-high performance requires innate intellectual ability combined with acquired, technological, and sales-specific emotional intelligence. These are the four types of intelligence that open the door to ultra-high sales performance:

      1. Innate intelligence (IQ)

      2. Acquired intelligence (AQ)

      3. Technological intelligence (TQ)

      4. Emotional intelligence (EQ)

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      1

      www.forbes.com/sites/neilhowe/2015/07/15/why-millennials-are-texting-more-and-talking-less/#1ac963ef5576.

      2

      Lisa Trei, “Baba Shiv: How a Wine's Price Tag Affect Its Taste,” Stanford Graduate School of Business, https://www.gsb.stanford.edu/insights/baba-shiv-how-wines-pr

1

www.forbes.com/sites/neilhowe/2015/07/15/why-millennials-are-texting-more-and-talking-less/#1ac963ef5576.

2

Lisa Trei, “Baba Shiv: How a Wine's Price Tag Affect Its Taste,” Stanford Graduate School of Business, https://www.gsb.stanford.edu/insights/baba-shiv-how-wines-price-tag-affect-its-taste.

3

Adam L. Alter and Daniel M. Oppenheimer, “Predicting Short-Term Stock Fluctuations by Using Processing Fluency,” Proceedings of the National Academy of Sciences 103, no. 24 (2006), www.pnas.org/content/103/24/9369.short.

4

https://www.psychologytoday.com/blog/subliminal/201205/why-people-choose-coke-over-pepsi.

5

Daniel Pink, To Sell Is Human: The Surprising Truth about Moving Others (New York: Riverhead, 2013).

6

www.instructionaldesign.org/theories/cognitive-load.html.

7

Dr. Mark P. Mattson, www.ncbi.nlm.nih.gov/pmc/articles/PMC4141622/.

8

https://www.vocabulary.com/dictionary/heuristic.

9

“Heuristics in Judgment and Decision-Making,” https://en.wikipedia.org/wiki/Heuristics_in_judgment_and_decision-making.

10

Antonio Damasio, Descartes' Error: Emotion, Reason, and the Human Brain (New York: Putnam, 1994; rev. ed., Penguin, 2005).

11

Leon Festinger, A Theory of Cognitive Dissonance (Stanford, CA: Stanford University Press, 1962).

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