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Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal / Jeb Blount.

by Blount, Jeb, author.

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Hoboken, New Jersey : Wiley, [2020]

Negotiation in business.

9781119540519 (hardback) :

1119540518 (hardback) :

xiii, 322 pages : illlustrations ; 23 cm

Introduction to sales negotiation. 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 -- On winning. 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 -- Sales negotiation strategy: motivation, leverage, and power. MLP strategy -- Motivation -- Leverage -- Power position -- Discovery: the fine art of building your case -- Qualifying -- Emotional discipline. 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 -- Sales negotiation planning. Be prepared to negotiate -- Authority and nonnegotiables -- Stakeholder negotiation profiles, negotiation list, BATNA ranking -- Developing your give-take playlist -- Sales negotiation communication. 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 -- The DEAL sales conversation framework. A seat at the table -- Discover -- Explain your position -- Align on an agreement -- Lock it down -- The next chapter and the race to relevance.

"In today's society, 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. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Readers will learn how to close the deal quicker than ever before and learn negotiation tactics that will unlock yes"--

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