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

By:

Blount, Jeb [author]

Material type: Text

TextLanguage: English Publication details: Hoboken, New Jersey : Wiley, c2020.Description: xiii, 322 pages ; 23 cmContent type:

text

Media type:

unmediated

Carrier type:

volume

ISBN:

9781119540519 (hardback)

Subject(s):

LOC classification:

HD58.6 B62 2020

Online resources:

Contents:

Part I Introduction to Sales Negotiation -- Sales Negotiation as a Discipline -- Salespeople Suck at Negotiating -- The Devil Is Discounting: The Case for Improving Sales Negotiation Skills -- Part II 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 -- Part III Sales Negotiation Strategy: Motivation, Leverage, and Power -- MLP Strategy -- Motivation -- Leverage -- Power Position -- Discovery: The Fine Art of Building Your Case -- Qualifying -- Part IV 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 -- Part V Sales Negotiation Planning -- Be Prepared to Negotiate -- Authority and Nonnegotiables -- Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking -- Developing Your Give-Take Playlist -- Part VI 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 -- A Seat at the Table -- Discover -- Explain Your Position -- Align on an Agreement -- Lock It Down -- The Next Chapter and the Race to Relevance.

Summary: "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"--Provided by publisher.

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Holdings ( 2 )
Title notes ( 5 )

Holdings
Item type	Current library	Collection	Call number	Materials specified	URL	Copy number	Status	Notes	Date due	Barcode
Books	Ladislao N. Diwa Memorial Library Reserve Section	Non-fiction	RUS HD58.6 B62 2020 (Browse shelf(Opens below))		Link to resource	c1	Room use only	80474		00082844
Books	Ladislao N. Diwa Memorial Library Circulation Section	Non-fiction	HD58.6 B62 2020 (Browse shelf(Opens below))		Link to resource	c2	Available	80475		00082845

Browsing Ladislao N. Diwa Memorial Library shelves, Shelving location: Reserve Section, Collection: Non-fiction Close shelf browser (Hides shelf browser)

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Previous	RUS HD57.7 H87 2014 Becoming a strategic leader : your role in your organization's enduring success /	RUS HD57.7 H88 2014 Effective leadership : theory, cases, and applications /	RUS HD57.7 St1 2012 Tools and techniques of leadership and management : meeting the challenge of complexity /	RUS HD58.6 B62 2020 Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal /	RUS HD58.6 L58 2015 Negotiation /	RUS HD58.7 B64 2018 Organizational behavior /	RUS HD58.7 D85 2002 Fundamentals of organizational behavior /	Next

Includes bibliographical references and index.

Part I Introduction to Sales Negotiation -- Sales Negotiation as a Discipline -- Salespeople Suck at Negotiating -- The Devil Is Discounting: The Case for Improving Sales Negotiation Skills -- Part II 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 -- Part III Sales Negotiation Strategy: Motivation, Leverage, and Power -- MLP Strategy -- Motivation -- Leverage -- Power Position -- Discovery: The Fine Art of Building Your Case -- Qualifying -- Part IV 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 -- Part V Sales Negotiation Planning -- Be Prepared to Negotiate -- Authority and Nonnegotiables -- Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking -- Developing Your Give-Take Playlist -- Part VI 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
-- 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"--Provided by publisher.

Fund 164 Linar International Book Resources, Inc. Purchased 06/06/2022 80474 pnr PHP 1,751.00 copy 1 2022-05-333 2022-1-0319

Fund 164 Linar International Book Resources, Inc. Purchased 06/06/2022 80475 pnr PHP 1,751.00 copy 2 2022-05-333 2022-1-0319