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INKED
Book

INKED

The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics That Unlock YES and Seal the Deal

Wiley, 2020 更多详情


Editorial Rating

8

Qualities

  • Comprehensive
  • Applicable
  • Well Structured

Recommendation

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

  • When negotiating, most salespeople let emotion dominate over reason.  
  • Keep seven fundamental rules in mind during sales negotiations.
  • To win at negotiating, learn and implement the right sales process.

About the Author

Jeb Blount heads a global training organization, Sales Gravy, which publishes the SalesGravy.com website.


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