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In sales vernacular, salespeople want to “get ink” – that is, get prospects’ signatures on contracts. The trouble is that salespeople often find themselves at a disadvantage during negotiations. Buyers have more power, more alternatives and, almost always, superior training and skills in negotiation. Consequently, salespeople may struggle to negotiate sales contracts. Jeb Blount draws on his experience to teach readers negotiation skills that can help them have confidence and power as they bargain for ink.
Take-Aways
About the Author
Jeb Blount heads a global training organization, Sales Gravy, which publishes the SalesGravy.com website.
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