This is a sales gravy podcast. I'm Jeff Blunt, best-selling author of People Buy You,

and I'm here to help you knock down more doors, close bigger deals, and rock your commission check.

Eagerness is a disruptive emotion that creates impatience,

causes you to misjudge wind probabilities and cloud situational awareness.

It's easy to get caught up in the moment with eager prospects who seem engaged,

especially when they make you feel like a sales imminent. You become the prospect's

puppet and skip steps in the sales process. On this episode, we'll discuss how testing

engagement and asking for microcommitments helps you manage eagerness. But first, I am so excited

to announce that my brand new book, SEQ, is now out on audiobook,

and I'm the narrator.

SalesEQ has been taking the sales world by storm.

It teaches you how ultra-high-performing salespeople leverage emotional intelligence to close

the complex deal.

In SalesEQ, I take you on an unprecedented journey into the minds of top

earning salespeople. I show you their techniques, their secrets, and how they leverage

human influence frameworks to bend deal-win probability in their favor. SELZQ is the follow-up

to my number one bestseller fanatical prospecting, and you can get it now on Amazon, Audible, and iTunes, or wherever books are sold.

Recently, a company contacted one of my sales reps about having me deliver a keynote at their annual sales kickoff meeting.

Randy, who was the company's representative, hit all the right notes. He was interested, upbeat, and eager to meet with me.

My sales rep was convinced that it was a done deal. All Randy and his boss Tim wanted before committing to a date was a few minutes of one-on-one time with me.

As soon as I got on the phone with Randy and Tim, it was evident that Randy was just an influencer and the decision was in his boss Tim's hands.

I asked questions about outcomes and what they wanted to accomplish, and Randy gave long answers, but his boss Tim gave short, clipped answers.

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