INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics That Unlock Yes and Seal the Deal

  • 4h 1m
  • Jeb Blount
  • John Wiley & Sons (US)
  • 2020

Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal.

Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.

Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process - they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal.

In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer-along with your company's growth, profits, and market valuation.

In his new book INKED, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator.

In this Book

  • Foreword
  • Sales Negotiation as a Discipline
  • Salespeople Suck at Negotiating
  • The Devil is Discounting—The Case for Improving Sales Negotiation Skills
  • Sales Negotiation Skills are Not One-Size-Fits-All
  • Sales Negotiation is about Winning for Your Team
  • Sales Negotiation Rule One—Win First, Then Negotiate
  • Timing Matters—Avoid Negotiating Red Herrings and Objections
  • Four Levels of Sales Negotiation
  • MLP Strategy
  • Motivation
  • Leverage
  • Power Position
  • Discovery—The Fine Art of Building Your Case
  • Qualifying
  • The Seven Disruptive Emotions
  • Developing Emotional Self-Control
  • Relaxed, Assertive Confidence
  • Emotional Contagion—People Respond in Kind
  • Preparation and Practice
  • The Ledge Technique
  • Willpower and Emotional Discipline are Finite
  • The Pipe is Life—The Real Secret to Emotional Discipline
  • Be Prepared to Negotiate
  • Authority and Nonnegotiables
  • Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking
  • Developing Your Give-Take Playlist
  • Seven Rules of Effective Sales Negotiation Communication
  • ACED—Navigating the Four Primary Stakeholder Communication Styles
  • Empathy and Outcome—The Dual Process Approach
  • Seven Keys to Effective Listening
  • Activating the Self-Disclosure Loop
  • A Seat at the Table
  • Discover
  • Explain Your Position
  • Align on an Agreement
  • Lock it Down
  • The Next Chapter and the Race to Relevance
  • Training, Workshops, and Speaking
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