Sales Negotiation
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Inked
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2020-01-07
Inked written by Jeb Blount and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-01-07 with Business & Economics categories.
Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and more control over the buying process—they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer—along with your company’s growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. You’ll learn: Seven Immutable Rules of Sales Negotiation Why “Win-Win” Usually Means “You-Lose” The One Rule of Sales Negotiation You Must Never Break How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles Seven Principles of Effective Sales Negotiation Communication How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table How to Protect Yourself from the Psychological Games that Buyers Play With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve. INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. You’ll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.
Red Hot Sales Negotiation
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Author : Paul S. Goldner
language : en
Publisher: Amacom Books
Release Date : 2007
Red Hot Sales Negotiation written by Paul S. Goldner and has been published by Amacom Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with Business & Economics categories.
Readers will learn how to: prepare in advance, ask power negotiation questions to instantly draw out useful information; and, learn the difference between the customer's ""positions"" (what they're asking for) and the customer's ""interests"" (what they really want).
Negotiation Skills For Sales Professionals
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Author : Sorin Dumitrascu
language : en
Publisher:
Release Date : 2017-05-28
Negotiation Skills For Sales Professionals written by Sorin Dumitrascu and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-05-28 with categories.
What clinches a successful sale? Smooth talk, a warm smile, and a firm handshake might make a good first impression, but clever businesspeople are more concerned with the value you have to offer them. Making a mutually beneficial deal requires careful preparation before you start the negotiation process. Potential customers are more likely to buy from suppliers who understand their needs and have all requisite information at their fingertips.A first step in negotiating successfully is understanding the difference between selling and negotiating. A sale is simply a transaction between seller and buyer, and is the result of closing a deal.Negotiation, however, involves defining the terms of the deal - who gets what in exchange for what. A good negotiator will be able to work out the best possible deal with any given client and product.Successful sales negotiations involve identifying and building on areas of agreement and they can help you build lasting, mutually beneficial relationships with customers.In this book, you'll learn why it's important to use a systematic sales negotiation process, when it's relevant to use this process, and what the stages in the process are. You'll also learn more about the first stage in the process, which is preparing properly before negotiation begins.An important activity in the preparation stage is to determine objectives for a negotiation - including yours and those of your customer.Once you've done this, you can prepare the concessions you're willing to make in the book of negotiating. This involves weighing what you can afford to offer the other party against what you hope to get. In this book, you'll learn more about each of these activities and how to approach them.Ultimately, this book will equip you to complete the first steps in making effective, long-lasting, and profitable sales agreements with your customers.Consider a sales manager at a small graphic design company who's competing for projects with other design companies in the same city. Whenever he meets with a potential client, he names a higher price than his competitors and refuses to bargain. Needless to say, he fails to attract new clients and the design company goes out of business. The sales manager should have realized that successful sales negotiations are about give and take - or what's called the careful exchange of value.By nature, a sales negotiation involves two parties with different goals trying to reach a mutually acceptable agreement.With good negotiation skills, you'll be able to facilitate this process and ensure you and the other party reach agreement. You'll also be able to influence the proceedings so that the outcome is more favorable to you than to your negotiation partner.The four stages of the sales negotiation process are preparation, presentation, value exchange, and closing. This book focuses on value exchange. It covers the ways you can get the best possible deal for yourself because you'll know more about the what, when, and how of value exchange.In this book, you'll learn strategies to ensure a desirable outcome from a value exchange and what concessions to offer to convince the other party to agree to the deal.You'll also learn when to offer concessions. Poor timing can negatively affect the outcome of a negotiation. By learning how to best offer concessions, you'll be in a better position to negotiate the best possible deal and achieve your sales objectives.
Developing Negotiation Skills In Sales Personnel
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Author : David A. Stumm
language : en
Publisher: Praeger
Release Date : 1987-10-20
Developing Negotiation Skills In Sales Personnel written by David A. Stumm and has been published by Praeger this book supported file pdf, txt, epub, kindle and other format this book has been release on 1987-10-20 with Business & Economics categories.
While sales negotiation is traditionally considered a formal process conducted by teams of buyers and sellers, this handy reference recognizes that negotiating strategies and techniques are actually required in many instances in day-to-day selling activities as well, and provides advice geared to the salesperson's specific daily needs. The chapters present material in a factual, step-by-step manner so it is easy to assimilate. The work commences with an overview of the role and importance of skillful negotiation strategy in sales, provides insight into the buyer's perspective, and treats the strategic and psychological aspects of the interaction. It then focuses on the negotiation tactics which are essential for the effective preparation, application, and closing of a sale. While these concepts and skills are recognized as part of the formal negotiation process, Stumm argues that most sales negotiations occur instead in daily informal conversations and presentations, and he shows the reader how to recognize and use these situations for negotiating advantages.
Beyond The Numbers Elevating Sales Negotiation From Transactional To Transformational
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Author : Anirban Majumder
language : en
Publisher: Clever Fox Publishing
Release Date :
Beyond The Numbers Elevating Sales Negotiation From Transactional To Transformational written by Anirban Majumder and has been published by Clever Fox Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on with Antiques & Collectibles categories.
Beyond the Numbers - Elevating sales negotiation from transactional to transformational is an essential guide to sales negotiation where you transform yourself merely from a sales person to a long term business associates . This insightful tome delves into the alchemy of negotiation, offering a comprehensive recap of strategies, from the foundations to advanced tactics. It will act as a perfect mentor for management students, working professionals and MSME (Micro Small Medium Enterprises) owners by empowering them with the art of rapport, trust and value creation. It will help you to navigate objections, embrace continuous improvement, and stay industry-savvy. With the help of this guide, you can able to master the finesse of negotiation, turn it into a life skill and join the ranks of esteemed negotiators who make every deal count.
Sales Negotiation Skills That Sell
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Author : Robert E. Kellar
language : en
Publisher: Amacom Books
Release Date : 1997
Sales Negotiation Skills That Sell written by Robert E. Kellar and has been published by Amacom Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997 with Business & Economics categories.
Think of sales negotiating, and what comes to mind? Haggling, perhaps? Giving in? The truth is, sales negotiating must begin long before you come face to face with the customer if you want to close that sale successfully. Sales Negotiation Skills That Sell supplies a wealth of information, as well as numerous negotiating scenarios and dialogues, to help you polish your skills. In addition, you'll find a range of tools including planner sheets, skills checklists, and self-rating sheets.
Sales Negotiations In Professional Service Firms
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Author : Mireia Prat
language : en
Publisher: Springer Science & Business Media
Release Date : 2013-12-02
Sales Negotiations In Professional Service Firms written by Mireia Prat and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-12-02 with Business & Economics categories.
This research study brings theoretical insights on real-life negotiations in sales of professional services in Spain and Germany. From the interview data obtained through an exploratory study based on a grounded theory approach, several factors that affect and determine agenda setting and issue management have emerged. It has been spotted that industry standards rather than negotiation strategy determine agenda setting and that issues about content are usually agreed on before negotiating price and bureaucratic conditions, being the degree of "productization" of Professional Service Firms a variable that needs to be taken into account. Moreover, a pattern has been found in sales negotiations of consulting companies dealing with client companies with an organized purchasing department, which has been labeled as "multi-party sequential negotiation model".
Learn Successful Sales And Negotiation Tips Collection
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Author : Reed K. Holden
language : en
Publisher: FT Press
Release Date : 2013-08-14
Learn Successful Sales And Negotiation Tips Collection written by Reed K. Holden and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-08-14 with Business & Economics categories.
This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. Negotiating with Backbone brings together key insights, actionable practices, and state-of-the-art tools for: Resisting discounting, and keeping value at the forefront of negotiations Implementing targeted tactics to protect hard-earned profits Negotiating with price buyers, relationship buyers, value buyers, and "poker players" The Truth About Negotiations, Second Edition shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more. Thompson:¿ Provides realistic game plans that work in any negotiation situation Focuses on the two key tasks of any negotiation: how to create win-win deals by leveraging information carefully collected from the other party; and how to effectively lay claim to part of the win-win goldmine Demonstrates how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love, and who love you¿
Unlocking Yes
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Author : Patrick Tinney
language : en
Publisher: Patrick Tinney
Release Date : 2015-04-23
Unlocking Yes written by Patrick Tinney and has been published by Patrick Tinney this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-04-23 with categories.
Unlocking Yes: Sales Negotiation Lessons & Strategy specifically addresses the negotiation needs of sales professionals. Using real life examples, learn how to engage professional buyers who are well-schooled in procurement and negotiation practices and bring relationship-based selling to profitable closures. Owning Unlocking Yes gives readers access to sales negotiation success stories and is truthful in the hard lessons learned when things went wrong. Familiarize yourself with examples of 12 negotiation strategies sophisticated buyers use on professional sellers along with tips to navigate these bargaining strategies. Unlocking Yes is current, relevant and adds value to any sales organization or individuals making large purchases because it is philosophically results based.
Unlocking Yes Revised Edition
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Author : Patrick Tinney
language : en
Publisher:
Release Date : 2018-11-12
Unlocking Yes Revised Edition written by Patrick Tinney and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-11-12 with Business & Economics categories.
If you are seeking proven methods to bring strong relationship-based selling to profitable closure then, Unlocking Yes Revised Edition is for you. Through a series of real-life lessons, business cases, business vignettes, tactics, and 25 strategies we help the reader make solid decisions, in negotiating wise deals, that stand the test of time!