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

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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 informat 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 or


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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 informat 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 or

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

  1. 4 out of 5

    Margot Note

    "In sales, when you out-learn, you out-earn" (14). "Humans value that which costs them more. When you pay a high price for something--money, effort, time, or emotion--it means more to you. When humans are given something for free or gain it with no real effort, there is little emotional collection or value assigned to it--regardless of how valuable that thing might be to another person. Likewise, people place a higher value on things that are scarce than those that are abundant--the scarcity eff "In sales, when you out-learn, you out-earn" (14). "Humans value that which costs them more. When you pay a high price for something--money, effort, time, or emotion--it means more to you. When humans are given something for free or gain it with no real effort, there is little emotional collection or value assigned to it--regardless of how valuable that thing might be to another person. Likewise, people place a higher value on things that are scarce than those that are abundant--the scarcity effect" (105). "Regular micro-commitments create deal velocity and help you maintain momentum. Each step forward makes the next step easier. Micro-commitments also help you collect yeses. These small agreements, along the way, give you leverage to minimize or eliminate alternatives during sales negotiation conversations" (106). "Never leave a sales meeting, whether in person or on the phone, without setting and committing to a firm next step with your stakeholders" (106). "Remember your goal at the negotiations table: Leverage concessions that are of low value to you but have a high value to the buyer to extract concessions from the buyer that are of high value to you and will compel them to stop negotiating and ink the deal" (193). "Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. When you negotiate with the size of your wallet, you routinely apologize for your prices, give concessions without being asked, and decide for your buyers what they can afford" (221).

  2. 5 out of 5

    Chris

    Another solid treatise from Jeb. Excellent frameworks that are useful across a wide range of selling scenarios.

  3. 5 out of 5

    Srivatssan

    I started reading this book to understand the art of negotiation in Sales. Often Sales job is something that I associate with a stressful, energy draining activity one can participate in. However, everything in life is like Sales. You earning your peers trust, you understanding the goal of the other person and use that as a strategic advantage to either leverage or turn the conversation to a point where you get the control or even trying to lend a shoulder and trying to empathize with your famil I started reading this book to understand the art of negotiation in Sales. Often Sales job is something that I associate with a stressful, energy draining activity one can participate in. However, everything in life is like Sales. You earning your peers trust, you understanding the goal of the other person and use that as a strategic advantage to either leverage or turn the conversation to a point where you get the control or even trying to lend a shoulder and trying to empathize with your family, friends or the society is a serious business and needs excellent skills to ensure you don't end up breaking the relationship at the end of this journey. While, the book Inked highlights the events that happen in a Salesmen job on any given day, I tried to extend the context to my personal life and the kind of conversations I deal with and found that most of the principles work pretty well there as well. Except for the intent of gaining a leverage or preparing your magic offers that gives less impact to you, almost every other philosophy stated in the book starting from being a good listener to walking out of a bad deal to end suffering to both the parties, the author has given a life lesson to those who can associate scenarios with their lives. Where I decided to give four star was the fact that the author shared a list of scenarios that looked too unrealistic on a negotiation table and especially the author missed a key area of lesson to remember when talking to the procurement teams. Also, there was very little help for those Sales team who are not a big brands but want to sell their quality product to a prospect who has several other recognized brands in the pipeline which I think would have made me more happy. Regardless of what I state, this book will mean different to different people based on what you are looking for and without criticizing the work too much, I would like you all to give it a try. Don't misunderstand that the best practices in the book are just for Sales personnel.

  4. 4 out of 5

    Fahim Sachedina

    Big fan of learning about the commercial side of things in more detail from Jeb - I enjoyed his previous book, Fanatical Prospecting and this book has similar core principles around: 1. Communication 2. Value Bridges 2. Getting alignment with stakeholders 4. Frameworks and techniques to achieve the above I think this book could have been shorter but overall, I'd recommend this. Big fan of learning about the commercial side of things in more detail from Jeb - I enjoyed his previous book, Fanatical Prospecting and this book has similar core principles around: 1. Communication 2. Value Bridges 2. Getting alignment with stakeholders 4. Frameworks and techniques to achieve the above I think this book could have been shorter but overall, I'd recommend this.

  5. 4 out of 5

    Karen Briscoe

    Achieve a higher level of success in sales with negotiation tactics that unlock YES and seal the deal in closings by reading and applying Jeb Blount's book. Insights and inspiration that will transform your business and life! Karen Briscoe, author and podcast host 5 Minute Success Achieve a higher level of success in sales with negotiation tactics that unlock YES and seal the deal in closings by reading and applying Jeb Blount's book. Insights and inspiration that will transform your business and life! Karen Briscoe, author and podcast host 5 Minute Success

  6. 4 out of 5

    Ariel

    My least favorite of Jeb's books so far. Very VERY repetitive, way too many acronyms, and lots of fluff. It's not specific when it actually comes down to what and how to execute on the tips he alludes too. My least favorite of Jeb's books so far. Very VERY repetitive, way too many acronyms, and lots of fluff. It's not specific when it actually comes down to what and how to execute on the tips he alludes too.

  7. 4 out of 5

    Marcin Adamowski

  8. 5 out of 5

    Jess

  9. 5 out of 5

    Kyle Gardner

  10. 5 out of 5

    Rajesh Vincent

  11. 4 out of 5

    Tyler Wachna

  12. 4 out of 5

    Jason Fitch

  13. 5 out of 5

    Margaret Jasinski

  14. 4 out of 5

    Deborah Schwartz

  15. 5 out of 5

    Seb

  16. 4 out of 5

    Melissa

  17. 5 out of 5

    John

  18. 4 out of 5

    Florian Waas

  19. 5 out of 5

    TR Gannon

  20. 4 out of 5

    Shane Gibson

  21. 5 out of 5

    Esther Wong

  22. 4 out of 5

    Christopher Doocey

  23. 5 out of 5

    Jakob

  24. 4 out of 5

    Guy Byars

  25. 5 out of 5

    Evan Johnson

  26. 5 out of 5

    Eric

  27. 4 out of 5

    Fulya Li

  28. 5 out of 5

    Oliver

  29. 5 out of 5

    Ysidro Gardea

  30. 5 out of 5

    Jeff Eklund

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