Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal
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Format
Language
English
ISBN
9781119540557, 1119540550, 9781119540540, 1119540542
Notes
Bibliography
Includes bibliographical references and index.
Description
"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.
Local note
O'Reilly,O'Reilly Online Learning: Academic/Public Library Edition
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Citations
APA Citation, 7th Edition (style guide)
Blount, J. (2020). Inked: the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal . Wiley.
Chicago / Turabian - Author Date Citation, 17th Edition (style guide)Blount, Jeb. 2020. Inked: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics That Unlock Yes and Seal the Deal. Wiley.
Chicago / Turabian - Humanities (Notes and Bibliography) Citation, 17th Edition (style guide)Blount, Jeb. Inked: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics That Unlock Yes and Seal the Deal Wiley, 2020.
MLA Citation, 9th Edition (style guide)Blount, Jeb. Inked: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics That Unlock Yes and Seal the Deal Wiley, 2020.
Note! Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy. Citation formats are based on standards as of August 2021.
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Grouped Work ID
09491e80-9d38-5320-b10a-db6aaa0d6a09-eng
Grouping Information
| Grouped Work ID | 09491e80-9d38-5320-b10a-db6aaa0d6a09-eng |
|---|---|
| Full title | inked the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal |
| Author | blount jeb |
| Grouping Category | book |
| Last Update | 2024-10-08 10:55:34AM |
| Last Indexed | 2024-10-09 03:01:38AM |
Book Cover Information
| Image Source | contentCafe |
|---|---|
| First Loaded | Apr 27, 2023 |
| Last Used | Oct 1, 2024 |
Marc Record
| First Detected | Mar 21, 2023 12:34:20 PM |
|---|---|
| Last File Modification Time | Mar 21, 2023 12:34:20 PM |
| Suppressed | Record had no items |
MARC Record
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| 003 | OCoLC | ||
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| 100 | 1 | |a Blount, Jeb,|e author.|9 332173 | |
| 245 | 1 | 0 | |a Inked :|b the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal /|c Jeb Blount. |
| 264 | 1 | |a Hoboken, New Jersey :|b Wiley,|c [2020] | |
| 300 | |a 1 online resource (xiii, 322 pages) :|b illustrations (some color) | ||
| 336 | |a text|b txt|2 rdacontent | ||
| 337 | |a computer|b c|2 rdamedia | ||
| 338 | |a online resource|b cr|2 rdac | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a Introduction to sales negotiation. Sales negotiation as a discipline -- Salespeople suck at negotiating -- The devil is discounting : the case for improving sales negotiation skills -- Sales negotiation skills are not one-size-fits-all -- 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 -- Four levels of sales negotiation -- Sales negotiation strategy : motivation, leverage, and power. MLP strategy -- Motivation -- Leverage -- Power position -- Discovery : the fine art of building your case -- Qualifying -- 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 -- Sales negotiation planning. Be prepared to negotiate -- Authority and nonnegotiables -- Stakeholder negotiation profiles, negotiation list, BATNA ranking -- Developing your give-take playlist -- 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 -- The DEAL sales conversation framework. A seat at the table -- Discover -- Explain your position -- Align on an agreement -- Lock it down -- The next chapter and the race to relevance. | |
| 520 | |a "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"--|c Provided by publisher. | ||
| 588 | |a Description based on online resource; title from digital title page (ProQuest Ebook Central, viewed March 3, 2021). | ||
| 590 | |a O'Reilly|b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Deals.|9 35584 | |
| 650 | 0 | |a Negotiation in business.|9 48757 | |
| 655 | 0 | |a Electronic books. | |
| 776 | 0 | 8 | |i Print version:|a Blount, Jeb.|t Inked.|d Hoboken, New Jersey : Wiley, [2020]|z 9781119540519|w (DLC) 2019051504|w (OCoLC)1127058771 |
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