John Wiley & Sons INKED Cover Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, .. Product #: 978-1-119-54051-9 Regular price: $24.21 $24.21 Auf Lager


The Ultimate Guide to Powerful Closing and Sales Negotiation Tacticsthat Unlock YES and Seal the Deal

Blount, Jeb


1. Auflage März 2020
336 Seiten, Hardcover
Wiley & Sons Ltd

ISBN: 978-1-119-54051-9
John Wiley & Sons

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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: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, 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 his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN.

You'll learn:
* Seven Immutable Rules of Sales Negotiation
* Why "Win-Win" Usually Means "You-Lose"
* The One Rule of Sales Negotiation You Must Never Break
* How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor
* The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles
* Seven Principles of Effective Sales Negotiation Communication
* How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink
* How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools
* Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation
* How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table
* How to Protect Yourself from the Psychological Games that Buyers Play

With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve.

INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer.

You'll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients--a who's who of the world's most prestigious organizations--right into your hands.

Foreword xi

Part I Introduction to Sales Negotiation 1

Chapter 1 Sales Negotiation as a Discipline 3

Chapter 2 Salespeople Suck at Negotiating 9

Chapter 3 The Devil is Discounting: The Case for Improving Sales Negotiation Skills 17

Chapter 4 Sales Negotiation Skills are Not One-Size-Fits-All 25

Part II On Winning 31

Chapter 5 Sales Negotiation is About Winning for Your Team 33

Chapter 6 Sales Negotiation Rule One: Win First, Then Negotiate 41

Chapter 7 Timing Matters: Avoid Negotiating Red Herrings and Objections 49

Chapter 8 Four Levels of Sales Negotiation 55

Part III Sales Negotiation Strategy: Motivation, Leverage, and Power 61

Chapter 9 MLP Strategy 63

Chapter 10 Motivation 65

Chapter 11 Leverage 81

Chapter 12 Power Position 95

Chapter 13 Discovery: The Fine Art of Building Your Case 111

Chapter 14 Qualifying 121

Part IV Emotional Discipline 131

Chapter 15 The Seven Disruptive Emotions 133

Chapter 16 Developing Emotional Self-Control 137

Chapter 17 Relaxed, Assertive Confidence 143

Chapter 18 Emotional Contagion: People Respond in Kind 147

Chapter 19 Preparation and Practice 151

Chapter 20 The Ledge Technique 157

Chapter 21 Willpower and Emotional Discipline are Finite 163

Chapter 22 The Pipe is Life: The Real Secret to Emotional Discipline 167

Part V Sales Negotiation Planning 169

Chapter 23 Be Prepared to Negotiate 171

Chapter 24 Authority and Nonnegotiables 175

Chapter 25 Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking 181

Chapter 26 Developing Your Give-Take Playlist 187

Part VI Sales Negotiation Communication 199

Chapter 27 Seven Rules of Effective Sales Negotiation Communication 201

Chapter 28 ACED: Navigating the Four Primary Stakeholder Communication Styles 207

Chapter 29 Empathy and Outcome: The Dual Process Approach 217

Chapter 30 Seven Keys to Effective Listening 225

Chapter 31 Activating the Self-Disclosure Loop 231

Part VII The DEAL Sales Conversation Framework 235

Chapter 32 A Seat at the Table 237

Chapter 33 Discover 241

Chapter 34 Explain Your Position 257

Chapter 35 Align on an Agreement 269

Chapter 36 Lock It Down 287

Chapter 37 The Next Chapter and the Race to Relevance 291

Notes 299

Acknowledgments 301

Training, Workshops, and Speaking 303

About the Author 305

Index 307
JEB BLOUNT is an acclaimed thought leader on sales, leadership, and customer experience-affectionately called the "hardest working man in sales." He is an international bestselling author of eleven books, including Fanatical Prospecting, Sales EQ, and Objections. Through his global training and consulting organization Sales Gravy, Jeb and his incredible team help companies of all sizes accelerate sales productivity and revenue growth fast.