Zeiberg Consulting LLC

Zeiberg Consulting LLC For client references, visit
www.linkedin.com/in/zeibergconsulting

Zeiberg Consulting works with organizations to ensure that their employees have the skills and abilities to effectively perform in today's business environment. I will help you create highly-engaging, practical, and impactful learning solutions to unleash individual and organizational capabilities to deliver results in today’s challenging business environment.

There is a direct connection between closing and what was done in discovery. The strongest closers don't become emotiona...
09/03/2026

There is a direct connection between closing and what was done in discovery.

The strongest closers don't become emotionally intelligent at the end of the sales process.
They use EQ throughout:
• During prospecting to establish relevance
• During discovery to uncover meaningful problems
• During testing options to build ownership
• During closing to build confidence

In fact:
The quality of the close is often a reflection of the quality of the emotional intelligence demonstrated throughout the sales process.

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more information email: [email protected]

Emotional intelligence (EQ) is increasingly important in B2B closing activity. Today's buyers are more informed, more sk...
08/27/2026

Emotional intelligence (EQ) is increasingly important in B2B closing activity. Today's buyers are more informed, more skeptical, and more risk-conscious than they were a decade ago. While product knowledge and sales process remain important, EQ often determines whether a deal advances, stalls, or dies.

Many buyers won't openly say:
• "I'm worried this won't work."
• "My boss may reject this."
• "I don't want to own the risk."

Emotionally intelligent salespeople recognize hesitation, changes in tone, delays, or vague responses and explore them constructively.

As a result, objections are addressed before they become deal killers.

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more information email: [email protected]

In B2B sales, closing activity is down compared to five years ago. Why? No true visibility into qualification. High EQ s...
08/20/2026

In B2B sales, closing activity is down compared to five years ago. Why? No true visibility into qualification.

High EQ sellers are better at qualification and thus testing options. They have a way of capturing:
• Is the prospect serious about solving the problem?
• How urgent is the issue?
• What criteria will drive the decision?
• Who else needs to be involved?
• What barriers exist?

Many deals that appear qualified in discovery prove otherwise during option evaluation.

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more information email: [email protected]

Testing options allows them one more opportunity to hear the buyer and get their opinion on the solution approach. They ...
08/13/2026

Testing options allows them one more opportunity to hear the buyer and get their opinion on the solution approach. They treat “testing options” as one more relationship moment.

Here’s why high EQ sellers are so good at testing options: 👇

One of the strongest predictors of a successful sale is whether the buyer feels they helped shape the solution. Instead of saying "Here's what we recommend," high EQ sellers say, "Let's look at the potential ways organizations typically address this challenge."

When buyers participate in evaluating options, they become more invested in the outcome.

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more information email: [email protected]

Emotional intelligence has a profound impact on discovery. It determines not only what questions a salesperson asks, but...
08/06/2026

Emotional intelligence has a profound impact on discovery. It determines not only what questions a salesperson asks, but also when they ask them, how they ask them, and what they do with the answers.

A salesperson can have a great list of discovery questions, but without emotional intelligence, the conversation often feels like an interrogation. With emotional intelligence, it feels like a meaningful business discussion.

Bottom line:
People change because of tension. Emotionally intelligent sellers are better at identifying what's frustrating buyers and what success would mean personally and professionally.

High EQ salespeople transform discovery from information gathering into understanding true motivation.

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more information email: [email protected]

Most would agree a key outcome of discovery is a problem statement. High-EQ sellers pick up on:• What the buyer emphasiz...
07/30/2026

Most would agree a key outcome of discovery is a problem statement. High-EQ sellers pick up on:
• What the buyer emphasizes (what matters most)
• What they avoid (possible pain points or sensitivities)
• Where emotion enters the conversation (frustration, pride, concern)

They then adapt:
• Asking deeper follow-ups instead of moving to the next question
• Letting silence work rather than filling it
• Exploring emotionally loaded areas carefully, not aggressively

These EQ behaviors lead to better problem clarity and stronger qualification.

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more information email: [email protected]

Emotional Intelligence (EQ) has a greater impact on first meetings than product knowledge or personality. Why? Early-sta...
07/23/2026

Emotional Intelligence (EQ) has a greater impact on first meetings than product knowledge or personality. Why? Early-stage selling is less about information exchange and more about trust formation under uncertainty.
High emotional intelligence shows up in first meetings as:
• Curiosity instead of assumption
• Listening that actually shapes follow-up questions
• Restraint in positioning the solution too early

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more information email: [email protected]

The most successful salespeople prospect very differently than average salespeople.• Average salespeople focus on gettin...
07/16/2026

The most successful salespeople prospect very differently than average salespeople.
• Average salespeople focus on getting a meeting.
• Top salespeople focus on creating relevance.

As buyers have become more resistant to generic outreach, the highest-performing sellers have shifted from volume-based prospecting to insight-based prospecting.

High EQ sellers marry up their empathy for a buying persona with the right message.

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more information email: [email protected]

Most sales call preparation focuses on what you're going to sell. High EQ salespeople also prepare for who they're going...
07/09/2026

Most sales call preparation focuses on what you're going to sell. High EQ salespeople also prepare for who they're going to meet.

In the preparation stage, high levels of emotional intelligence influence how salespeople determine the insights they need. The best consider:
• Pressures the buyer or persona is under
• Concerns or anxieties may be influencing their decisions, and
• Success looks like to them emotionally (security, recognition, or control.)

High EQ sellers look at preparation as part of a plan hard, manage easy approach to selling.

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more email: [email protected]

Emotional intelligence (EQ), a concept popularized by Daniel Goleman, is the ability to recognize, understand, manage, a...
07/02/2026

Emotional intelligence (EQ), a concept popularized by Daniel Goleman, is the ability to recognize, understand, manage, and effectively use emotions in ourselves and others. It involves being aware of how emotions influence thoughts and behavior and using that awareness to navigate sales situations.

EQ has four main components:
1. Self-Awareness (actively and accurately perceiving your own emotions)
2. Self-Management (managing your reactions to situations and people)
3. Social Awareness (reading the room, detecting nonverbal cues and responding appropriately)
4. Relationship Management (using self-awareness, self-control, and social awareness to manage interactions)

So, for salespeople, self-awareness leads to self-management. Self-management helps us have social awareness and we need all three for effective relationship management.

Zeiberg Consulting has partnered with Bill Walton Sales Training to develop this impactful workshop. For more information email: [email protected]

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Westport, CT

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Thursday 8am - 5pm
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