Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal /

Mostrar otras versiones (1)

"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....

Descripción completa

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Blount, Jeb (Autor)
Formato: eBook
Idioma:Inglés
Publicado: Hoboken, New Jersey : Wiley, [2020]
Temas:
Deals.
Negotiation in business.
Marchés (Négociations)
Négociations (Affaires)
BUSINESS & ECONOMICS > Sales & Selling > Management.
Deals
Negotiation in business
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • 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.

Ejemplares similares