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Author:   Jeb Blount
Publisher:   John Wiley & Sons Inc
Imprint:   John Wiley & Sons Inc
Dimensions:   Width: 14.70cm , Height: 3.30cm , Length: 21.80cm
Weight:   0.454kg
ISBN:  

9781119540519

ISBN 10:   1119540518
Pages:   336
Publication Date:   19 March 2020
Audience:   General/trade ,  General
Format:   Hardback
Publisher's Status:   Active
Availability:   Available To Order  
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Table of Contents

Foreword xi Part I Introduction to Sales Negotiation 1 Chapter 1 Sales Negotiation as a Discipline 3 Chapter 2 Salespeople Suck at Negotiating 9 Chapter 3 The Devil is Discounting: The Case for Improving Sales Negotiation Skills 17 Chapter 4 Sales Negotiation Skills are Not One-Size-Fits-All 25 Part II On Winning 31 Chapter 5 Sales Negotiation is About Winning for Your Team 33 Chapter 6 Sales Negotiation Rule One: Win First, Then Negotiate 41 Chapter 7 Timing Matters: Avoid Negotiating Red Herrings and Objections 49 Chapter 8 Four Levels of Sales Negotiation 55 Part III Sales Negotiation Strategy: Motivation, Leverage, and Power 61 Chapter 9 MLP Strategy 63 Chapter 10 Motivation 65 Chapter 11 Leverage 81 Chapter 12 Power Position 95 Chapter 13 Discovery: The Fine Art of Building Your Case 111 Chapter 14 Qualifying 121 Part IV Emotional Discipline 131 Chapter 15 The Seven Disruptive Emotions 133 Chapter 16 Developing Emotional Self-Control 137 Chapter 17 Relaxed, Assertive Confidence 143 Chapter 18 Emotional Contagion: People Respond in Kind 147 Chapter 19 Preparation and Practice 151 Chapter 20 The Ledge Technique 157 Chapter 21 Willpower and Emotional Discipline are Finite 163 Chapter 22 The Pipe is Life: The Real Secret to Emotional Discipline 167 Part V Sales Negotiation Planning 169 Chapter 23 Be Prepared to Negotiate 171 Chapter 24 Authority and Nonnegotiables 175 Chapter 25 Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking 181 Chapter 26 Developing Your Give-Take Playlist 187 Part VI Sales Negotiation Communication 199 Chapter 27 Seven Rules of Effective Sales Negotiation Communication 201 Chapter 28 ACED: Navigating the Four Primary Stakeholder Communication Styles 207 Chapter 29 Empathy and Outcome: The Dual Process Approach 217 Chapter 30 Seven Keys to Effective Listening 225 Chapter 31 Activating the Self-Disclosure Loop 231 Part VII The DEAL Sales Conversation Framework 235 Chapter 32 A Seat at the Table 237 Chapter 33 Discover 241 Chapter 34 Explain Your Position 257 Chapter 35 Align on an Agreement 269 Chapter 36 Lock It Down 287 Chapter 37 The Next Chapter and the Race to Relevance 291 Notes 299 Acknowledgments 301 Training, Workshops, and Speaking 303 About the Author 305 Index 307

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Author Information

JEB BLOUNT 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 Fanatical Prospecting, Sales EQ, and Objections. 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.

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