INKED: The Ultimate Guide to Powerful Closing and Negotiation Tactics that Unlock YES and Seal the Deal
- 7h 37m 42s
- Jeb Blount
- Gildan Media
- 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 Audiobook
-
Chapter 1 - Sales Negotiation as a Discipline
-
Chapter 2 - Salespeople Suck at Negotiating
-
Chapter 3 - The Devil is Discounting: The Case for Improving Sales Negotiation Skills
-
Chapter 4 - Sales Negotiation Skills are Not One-Size-Fits-All
-
Chapter 5 - Sales Negotiation is about Winning for Your Team
-
Chapter 6 - Sales Negotiation Rule One: Win First, Then Negotiate
-
Chapter 7 - Timing Matters: Avoid Negotiating Red Herrings and Objections
-
Chapter 8 - Four Levels of Sales Negotiation
-
Chapter 9 - MLP Strategy
-
Chapter 10 - Motivation
-
Chapter 11 - Leverage
-
Chapter 12 - Power Position
-
Chapter 13 - Discovery: The Fine Art of Building Your Case
-
Chapter 14 - Qualifying
-
Chapter 15 - The Seven Disruptive Emotions
-
Chapter 16 - Developing Emotional Self-Control
-
Chapter 17 - Relaxed, Assertive Confidence
-
Chapter 18 - Emotional Contagion: People Respond in Kind
-
Chapter 19 - Preparation and Practice
-
Chapter 20 - The Ledge Technique
-
Chapter 21 - Willpower and Emotional Discipline are Finite
-
Chapter 22 - The Pipe is Life: The Real Secret to Emotional Discipline
-
Chapter 23 - Be Prepared to Negotiate
-
Chapter 24 - Authority and Nonnegotiables
-
Chapter 25 - Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking
-
Chapter 26 - Developing Your Give-Take Playlist
-
Chapter 27 - Seven Rules of Effective Sales Negotiation Communication
-
Chapter 28 - ACED: Navigating the Four Primary Stakeholder Communication Styles
-
Chapter 29 - Empathy and Outcome: The Dual Process Approach
-
Chapter 30 - Seven Keys to Effective Listening
-
Chapter 31 - Activating the Self-Disclosure Loop
-
Chapter 32 - A Seat at the Table
-
Chapter 33 - Discover
-
Chapter 34 - Explain Your Position
-
Chapter 35 - Align on an Agreement
-
Chapter 36 - Lock it Down
-
Chapter 37 - The Next Chapter and the Race to Relevance
