Eq

REVISED AND UPDAT ED WITH NEW RESEARCH INTO EQ AND PERSONAL AND CAREER SUCCESS What is the formula for success at your job? As a spouse? A parent? A Little League baseball coach or behind the bench of a minor hockey team? What does it take to get ahead? To separate yourself from the competition? To lead a less stressful and happier existence? To be fulfilled in personal and professional pursuits? What is the most important dynamic of your makeup? Is it your A) intelligence quotient? or B) emotional quotient? If you picked "A", you are partly correct. Your intelligence quotient can be a predictor of things such as academic achievement. But your IQ is fixed and unchangeable. The real key to personal and professional growth is your emotional intelligence quotient, which you can nurture and develop by learning more about EQ from the international bestseller The EQ Edge. Authors Steven J. Stein and Howard E. Book show you how the dynamic of emotional intelligence works. By understanding EQ, you can build more meaningful relationships, boost your confidence and optimism, and respond to challenges with enthusiasm-all of which are essential ingredients of success. The EQ Edge offers fascinating-and sometimes surprising-insights into what it takes to be a top law-enforcement officer, lawyer, school principal, student, doctor, dentist or CEO. You will learn what the top EQ factors are across many different kinds of jobs, from business managers and customer service representatives to HR professionals and public servants. The EQ Edge will help you determine which personnel are the right fit for job opportunities and who among your staff are the most promising leaders and drivers of your business. And because all of us have other roles-parent, spouse, caregiver to aging parents, neighbor, friend-The EQ Edge also describes how everyone can be more successful in these relationships. "Finally, a practical and usable guide to what emotional intelligence is all about. This book peels the onion on what EQ really is and teaches the reader to assess their own EQ and how to increase it. This is the holy grail for career success."—Michael Feiner, Professor, Columbia Graduate School of Business and author of The Feiner Points of Leadership

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. 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. 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. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. 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. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Science today makes progress through the imaginative harvesting of knowledge g- erated by the many, rather than as the result of the isolated endeavours of the lone researcher. Innovations in the physical sciences from the development of nuclear te- nologies to the laser, have involved research teams working collectively. Collabo- tion is the rule rather than the exception. In the social sciences this model is all but reversed. Here it is not uncommon to encounter the solitary enthusiast, relishing an independence of spirit and pursuing their own private research agenda. All the more surprising then that a group of researchers from several different disciplines, should have come together in the late 1980s with nothing more substantial on the agenda than that they share their thoughts on the topic of measuring the value of health, or more specifically, on the way that the value of health might vary across different countries. Few scientific enterprises can have begun as cautiously or uncertainly. Few can have developed a cohesion and dynamism that lasted decades and continues to drive ahead after long years of scientific endeavour. Such is the good fortune that befell those of us who came together to form what was later to be known as the Euro- Qol Group. The Group's creation is principally due to the shared professional asso- ation of its members with one man, an economist by training and a visionary academic by inclination and temperament - Alan Williams.

This open access book provides an essential guide to value sets for anyone working with EQ-5D-5L data. The EQ-5D-5L is one of the most widely used health related quality of life questionnaires around the world, with applications in clinical trials, population health surveys and routine outcomes measurement. In addition to providing a concise, generic way of describing health, the EQ-5D-5L facilitates the valuation of health and health improvements through its value sets, which play a pivotal role in Health Technology Assessment across the world. Value sets for the EQ-5D-5L have been produced in a wide range of countries and regions, using a standardised international protocol developed by the EuroQol Group. This book brings together, for the first time, a comprehensive inventory of these value sets and a comparative review of their characteristics. In addition to the structured summaries of each value set, the book provides clear guidance to users and researchers on how to choose which value set to use, for what purpose. It also provides information about the methods that were used to produce these values, how these methods have been refined and how they may evolve in future. The book is the culmination of a substantial programme of work internationally. By collating these value sets into a single volume, the book aims to provide an easy-to-use resource which is likely to become a key reference source for EQ-5D-5L users and researchers.

EQ-5D from the EuroQol Group is a standardised, non-disease-specific instrument for describing and valuing health. It is in widespread use in many countries and has been applied in many different settings. EQ-5D is now an integral feature of many clinical trials and is increasingly used in population health surveys. This book reports on the results of the European Union-funded EQ-net project which furthered the development of EQ-5D in the key areas of valuation, application and translation. The primary effort concentrated on harmonising and integrating the results of the various EuroQol valuation projects. Most importantly, the book includes a set of VAS-based preference weights for all the EQ-5D health states based on cross-European EQ-5D data. This book provides the most comprehensive account to date of the EuroQol Group endeavour. It will appeal to clinicians, nurses, health services researchers, health economists, those responsible for audit and quality assurance, public health specialists and managers in health care institutions, and the pharmaceutical industry.

The EQ-5D instrument, as a standardized, cross-culturally validated measure of self-assessed health has a hugely important role in understanding population health within and across countries. Over the past two decades a wealth of international population health survey data have been accumulated by the EuroQol Group from research conducted in many countries across four continents. One of the success factors of the EQ-5D instruments has been the easy availability of national or international sets of EQ-5D data, as well as clear explanations and guidance for users. There is an unmet need to produce a comprehensive book that captures up-to-date and expanded information of EQ-5D self-reported health and index values. EQ-5D population norms and cross-country analyses are provided from representative national surveys of 20 countries and additional regional surveys. This book will be a must for those who believe that how people report and value health is very important.

This open access book is the first published guide about how to analyse data produced by the EQ-5D, one of the most widely used Patient Reported Outcomes questionnaires world wide. The authors provide practical, clear and comprehensive guidance in five concise chapters. Following an overview of the EQ-5D and its analysis, we describe how the questionnaire data – the EQ-5D profile and EQ VAS – can be analysed in different ways to generate important insights into peoples’ health. We then show how the value sets which accompany the EQ-5D can be applied to summarise patients’ data. The final chapter deals with advanced topics, including the use of Minimally Important Differences, case-mix adjustment, mapping, and more. This book is essential for those new to analyzing EQ-5D data and will be also be valuable for those with more experience. The methods can be applied to any EQ-5D instrument (for example, the three- and five-level and Youth versions) and many of the methods described will be equally relevant to other Patient Reported Outcomes instruments.

In EGO vs. EQ, Jen Shirkani shares strategies for using emotional intelligence (EQ) as a tool to avoid career derailment. The executive leadership failure rate is high: two in five CEOs fail in the first 18 months on the job. This book teaches you how to identify the most common reasons for leadership ineffectiveness, and provides tools to raise your EQ, prevent leadership lapses, and avoid the cascading consequences they can produce. Drawing on real-life anecdotes from the author's 20 years of coaching and consulting, including stories of success and failure from the leaders of vanguard companies in energy, investment, and health care industries, Ego vs. EQ provides research and case study examples in an easy to read, practical format and is ideal for anyone currently in an executive leadership role, including business owners, and those wanting to become a dynamic leader in the future.