{"product_id":"inked-isbn-9781119540519","title":"INKED","description":"\u003cp\u003e\u003cb\u003eLearn powerful closing and sales negotiation tactics that unlock yes and seal the deal. \u003c\/b\u003e\u003cb\u003e \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEach 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.\u003c\/p\u003e \u003cp\u003eBecause 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.\u003c\/p\u003e \u003cp\u003eIn 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.  \u003c\/p\u003e \u003cp\u003eIn his new book \u003ci\u003eINKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal\u003c\/i\u003e, 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. \u003c\/p\u003e \u003cp\u003eIn 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.\u003c\/p\u003e \u003cp\u003eYou’ll learn:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eSeven Immutable Rules of Sales Negotiation\u003c\/li\u003e \u003cli\u003eWhy “Win-Win” Usually Means “You-Lose”\u003c\/li\u003e \u003cli\u003eThe One Rule of Sales Negotiation You Must Never Break\u003c\/li\u003e \u003cli\u003eHow to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor\u003c\/li\u003e \u003cli\u003eThe ACED Buyer Persona Model and How to Flex to Buyer Communication Styles\u003c\/li\u003e \u003cli\u003eSeven Principles of Effective Sales Negotiation Communication\u003c\/li\u003e \u003cli\u003eHow to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink\u003c\/li\u003e \u003cli\u003eHow to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools\u003c\/li\u003e \u003cli\u003ePowerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation\u003c\/li\u003e \u003cli\u003eHow to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table \u003c\/li\u003e \u003cli\u003eHow to Protect Yourself from the Psychological Games that Buyers Play\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWith 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eINKED\u003c\/i\u003e 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, \u003ci\u003eINKED\u003c\/i\u003e is a sales-specific negotiation primer.\u003c\/p\u003e \u003cp\u003eYou’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 \u003ci\u003eFanatical Prospecting\u003c\/i\u003e, \u003ci\u003eSales EQ\u003c\/i\u003e, and \u003ci\u003eObjections\u003c\/i\u003e, Jeb Blount's \u003ci\u003eINKED\u003c\/i\u003e puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.\u003c\/p\u003e \u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Introduction to Sales Negotiation 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Sales Negotiation as a Discipline 3\u003c\/p\u003e \u003cp\u003eChapter 2 Salespeople Suck at Negotiating 9\u003c\/p\u003e \u003cp\u003eChapter 3 The Devil is Discounting: The Case for Improving Sales Negotiation Skills 17\u003c\/p\u003e \u003cp\u003eChapter 4 Sales Negotiation Skills are Not One-Size-Fits-All 25\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II On Winning 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 Sales Negotiation is About Winning for Your Team 33\u003c\/p\u003e \u003cp\u003eChapter 6 Sales Negotiation Rule One: Win First, Then Negotiate 41\u003c\/p\u003e \u003cp\u003eChapter 7 Timing Matters: Avoid Negotiating Red Herrings and Objections 49\u003c\/p\u003e \u003cp\u003eChapter 8 Four Levels of Sales Negotiation 55\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Sales Negotiation Strategy: Motivation, Leverage, and Power 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 9 MLP Strategy 63\u003c\/p\u003e \u003cp\u003eChapter 10 Motivation 65\u003c\/p\u003e \u003cp\u003eChapter 11 Leverage 81\u003c\/p\u003e \u003cp\u003eChapter 12 Power Position 95\u003c\/p\u003e \u003cp\u003eChapter 13 Discovery: The Fine Art of Building Your Case 111\u003c\/p\u003e \u003cp\u003eChapter 14 Qualifying 121\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Emotional Discipline 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 15 The Seven Disruptive Emotions 133\u003c\/p\u003e \u003cp\u003eChapter 16 Developing Emotional Self-Control 137\u003c\/p\u003e \u003cp\u003eChapter 17 Relaxed, Assertive Confidence 143\u003c\/p\u003e \u003cp\u003eChapter 18 Emotional Contagion: People Respond in Kind 147\u003c\/p\u003e \u003cp\u003eChapter 19 Preparation and Practice 151\u003c\/p\u003e \u003cp\u003eChapter 20 The Ledge Technique 157\u003c\/p\u003e \u003cp\u003eChapter 21 Willpower and Emotional Discipline are Finite 163\u003c\/p\u003e \u003cp\u003eChapter 22 The Pipe is Life: The Real Secret to Emotional Discipline 167\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V Sales Negotiation Planning 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 23 Be Prepared to Negotiate 171\u003c\/p\u003e \u003cp\u003eChapter 24 Authority and Nonnegotiables 175\u003c\/p\u003e \u003cp\u003eChapter 25 Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking 181\u003c\/p\u003e \u003cp\u003eChapter 26 Developing Your Give-Take Playlist 187\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI Sales Negotiation Communication 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 27 Seven Rules of Effective Sales Negotiation Communication 201\u003c\/p\u003e \u003cp\u003eChapter 28 ACED: Navigating the Four Primary Stakeholder Communication Styles 207\u003c\/p\u003e \u003cp\u003eChapter 29 Empathy and Outcome: The Dual Process Approach 217\u003c\/p\u003e \u003cp\u003eChapter 30 Seven Keys to Effective Listening 225\u003c\/p\u003e \u003cp\u003eChapter 31 Activating the Self-Disclosure Loop 231\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VII The DEAL Sales Conversation Framework 235\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 32 A Seat at the Table 237\u003c\/p\u003e \u003cp\u003eChapter 33 Discover 241\u003c\/p\u003e \u003cp\u003eChapter 34 Explain Your Position 257\u003c\/p\u003e \u003cp\u003eChapter 35 Align on an Agreement 269\u003c\/p\u003e \u003cp\u003eChapter 36 Lock It Down 287\u003c\/p\u003e \u003cp\u003eChapter 37 The Next Chapter and the Race to Relevance 291\u003c\/p\u003e \u003cp\u003eNotes 299\u003c\/p\u003e \u003cp\u003eAcknowledgments 301\u003c\/p\u003e \u003cp\u003eTraining, Workshops, and Speaking 303\u003c\/p\u003e \u003cp\u003eAbout the Author 305\u003c\/p\u003e \u003cp\u003eIndex 307\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJEB BLOUNT\u003c\/b\u003e 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 \u003ci\u003eFanatical Prospecting, Sales EQ,\u003c\/i\u003e and \u003ci\u003eObjections\u003c\/i\u003e. 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.  Negotiation is an integral part of the sales role. Yet, somehow, the vast majority of salespeople still lack strong negotiation skills. \u003c\/p\u003e\u003cp\u003eFor this reason, 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.\u003c\/p\u003e \u003cp\u003eBecause 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.\u003c\/p\u003e \u003cp\u003eIn this brutal new reality, 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.\u003c\/p\u003e \u003cp\u003eIn his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels this uneven playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator.\u003c\/p\u003e \u003cp\u003eIn 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.\u003c\/p\u003e \u003cp\u003eYou'll learn:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eSeven Immutable Rules of Sales Negotiation\u003c\/li\u003e \u003cli\u003eWhy \"Win-Win\" Usually Means \"You-Lose\"\u003c\/li\u003e \u003cli\u003eThe One Rule of Sales Negotiation You Must Never Break\u003c\/li\u003e \u003cli\u003eHow to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor\u003c\/li\u003e \u003cli\u003eThe ACED Buyer Persona Model and How to Flex to Buyer Negotiation Styles\u003c\/li\u003e \u003cli\u003eSeven Principles of Effective Sales Negotiation Communication\u003c\/li\u003e \u003cli\u003eHow to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink\u003c\/li\u003e \u003cli\u003eHow to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools\u003c\/li\u003e \u003cli\u003ePowerful Negotiation Psychology and Influence\u003c\/li\u003e \u003cli\u003eFrameworks that Keep You in Control of the Conversation\u003c\/li\u003e \u003cli\u003eHow to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table\u003c\/li\u003e \u003cli\u003eHow to Protect Yourself from the Psychological Games that Buyers Play\u003c\/li\u003e \u003cli\u003eAnd much more!\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWith 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.\u003c\/p\u003e \u003cp\u003eINKED 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.\u003c\/p\u003e \u003cp\u003eYou'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 organizations—right into your hands.\u003c\/p\u003e  \u003cp\u003e\"The hardest working man in the sales profession just dropped the mic! \u003ci\u003eINKED\u003c\/i\u003e is masterful. Devour this book!\" \u003cb\u003e —Anthony Iannarino,\u003c\/b\u003e Author of \u003ci\u003eEat Their Lunch: Winning Customers Away from Your Competition\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\u003cb\u003eFINALLY, A SALES NEGOTIATION BOOK THAT WILL ACTUALLY HELP YOU WIN THE DEAL\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eJeb Blount is back with more of the signature, no-nonsense advice that made \u003ci\u003eFanatical Prospecting\u003c\/i\u003e the go-to guide for salespeople, leaders, and entrepreneurs. This time, he takes on sales negotiation, completely upending everything you think you know about how to negotiate with prospects and customers. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eINKED\u003c\/i\u003e 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, \u003ci\u003eINKED\u003c\/i\u003e is a sales-specific negotiation primer. \u003c\/p\u003e\u003cp\u003eYou'll learn the strategies, tactics, techniques, skills, and human-influence frameworks required to go toe-to-toe with modern buyers and become a powerful and effective sales negotiator. \u003c\/p\u003e\u003cp\u003e\"\u003ci\u003eINKED\u003c\/i\u003e is a game changer. Jeb Blount is back with the most comprehensive resource on sales negotiation skills ever published. If you're tired of giving away your commission and profits to savvy buyers, read this book now!\" \u003cb\u003e —COLLEEN FRANCIS,\u003c\/b\u003e Author of \u003ci\u003eNonstop Sales Boom\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"Jeb Blount does it again! MLP Strategy is brilliant. If you are ready to take control of the sales negotiation table and win, read \u003ci\u003eINKED\u003c\/i\u003e now.\" \u003cb\u003e—ART VALLELY,\u003c\/b\u003e President of Penske Truck Leasing\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989424849125,"sku":"NP9781119540519","price":29.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119540519.jpg?v=1761784053","url":"https:\/\/k12savings.com\/products\/inked-isbn-9781119540519","provider":"K12savings","version":"1.0","type":"link"}