Inked

Autori

• Jeb Blount

Parametri

• 336 pagine
• 12 ore di lettura

• Business & Management
• Commercio
• Saggistica

Maggiori informazioni sul libro

Master effective closing and sales negotiation tactics that lead to successful deals. Sales professionals often leave significant revenue unclaimed due to being outmaneuvered by savvy buyers who excel in negotiation techniques. Today's buyers possess more information and control over the purchasing process, giving them a stronger position in negotiations. Consequently, many salespeople find themselves on the losing end, which can hinder their income and their company's growth and market valuation. In this insightful guide, the author equips you with the essential strategies, tactics, and skills to become a formidable sales negotiator. With a direct approach, he reveals the harsh realities of sales negotiations and provides the tools needed to regain control of outcomes. Key lessons include the Seven Immutable Rules of Sales Negotiation, the pitfalls of the "Win-Win" mindset, and the critical rule you must never break. You'll discover how to utilize the MLP strategy to improve your chances of winning, adapt to different buyer communication styles through the ACED Buyer Persona Model, and apply the DEAL framework to steer conversations effectively. Additionally, you'll learn powerful negotiation psychology and influence techniques to maintain control, overcome disruptive emotions, and safeguard against psychological tactics employed by buyers. Equip yourself with these powerful tactics to enhance your negotiation success and

Lingua: Inglese

Pubblicato: 2020

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