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

ISBN-13: 9781119540519 / Angielski / Twarda / 2020 / 336 str.

Jeb Blount

Spis treści

Foreword xiPart I Introduction to Sales Negotiation 1Chapter 1 Sales Negotiation as a Discipline 3Chapter 2 Salespeople Suck at Negotiating 9Chapter 3 The Devil is Discounting: The Case for Improving Sales Negotiation Skills 17Chapter 4 Sales Negotiation Skills are Not One-Size-Fits-All 25Part II On Winning 31Chapter 5 Sales Negotiation is About Winning for Your Team 33Chapter 6 Sales Negotiation Rule One: Win First, Then Negotiate 41Chapter 7 Timing Matters: Avoid Negotiating Red Herrings and Objections 49Chapter 8 Four Levels of Sales Negotiation 55Part III Sales Negotiation Strategy: Motivation, Leverage, and Power 61Chapter 9 MLP Strategy 63Chapter 10 Motivation 65Chapter 11 Leverage 81Chapter 12 Power Position 95Chapter 13 Discovery: The Fine Art of Building Your Case 111Chapter 14 Qualifying 121Part IV Emotional Discipline 131Chapter 15 The Seven Disruptive Emotions 133Chapter 16 Developing Emotional Self-Control 137Chapter 17 Relaxed, Assertive Confidence 143Chapter 18 Emotional Contagion: People Respond in Kind 147Chapter 19 Preparation and Practice 151Chapter 20 The Ledge Technique 157Chapter 21 Willpower and Emotional Discipline are Finite 163Chapter 22 The Pipe is Life: The Real Secret to Emotional Discipline 167Part V Sales Negotiation Planning 169Chapter 23 Be Prepared to Negotiate 171Chapter 24 Authority and Nonnegotiables 175Chapter 25 Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking 181Chapter 26 Developing Your Give-Take Playlist 187Part VI Sales Negotiation Communication 199Chapter 27 Seven Rules of Effective Sales Negotiation Communication 201Chapter 28 ACED: Navigating the Four Primary Stakeholder Communication Styles 207Chapter 29 Empathy and Outcome: The Dual Process Approach 217Chapter 30 Seven Keys to Effective Listening 225Chapter 31 Activating the Self-Disclosure Loop 231Part VII The DEAL Sales Conversation Framework 235Chapter 32 A Seat at the Table 237Chapter 33 Discover 241Chapter 34 Explain Your Position 257Chapter 35 Align on an Agreement 269Chapter 36 Lock It Down 287Chapter 37 The Next Chapter and the Race to Relevance 291Notes 299Acknowledgments 301Training, Workshops, and Speaking 303About the Author 305Index 307

O autorze

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.