INKED by Blount, Jeb -- Read -- Imperial Library of Trantor

Index

Cover Title Page Copyright Dedication Foreword Part I Introduction to Sales Negotiation

Chapter 1 Sales Negotiation as a Discipline

Reality Check Sales Trainers Don’t Teach Sales Negotiation Sales Negotiation Is Boring Author’s Note

Chapter 2 Salespeople Suck at Negotiating

Poor Emotional Discipline Lack of Training Failure to Self-Invest Buyers Are Better Empty Pipeline

Chapter 3 The Devil Is Discounting: The Case for Improving Sales Negotiation Skills

The Path of Least Resistance to a Commission Check Ode to the Maximum Discount

Chapter 4 Sales Negotiation Skills Are Not One-Size-Fits-All

The Seven Rules of Sales Negotiation Hold the Cheese

Part II On Winning

Chapter 5 Sales Negotiation Is About Winning for Your Team

Relationships Matter Mitigate Resentment Satisfaction and Contentment Resentment and Contempt

Chapter 6 Sales Negotiation Rule One: Win First, Then Negotiate

Rope-a-Dope But How Do I Know I’ve Won? My Favorite Words

Chapter 7 Timing Matters: Avoid Negotiating Red Herrings and Objections

PAIS Objections Versus Negotiation

Chapter 8 Four Levels of Sales Negotiation

Transactional Value-Add Complex Enterprise Sales Negotiation Parameters

Part III Sales Negotiation Strategy: Motivation, Leverage, and Power

Chapter 9 MLP Strategy Chapter 10 Motivation

The More You Want It Motivation Is Personal Relationship and the Decision Process BASIC: Stakeholder Mapping The Stakeholder Negotiation List and Motivation Scale Aligning Decision Making with Social Proof

Chapter 11 Leverage

Using Leverage to Gain Alignment and Get Ink Using Leverage to Align the Buying Process to Your Sales Process The Curious Shape of Time

Chapter 12 Power Position

Your Singular Focus Is to Strengthen Your Power Position Sales Truth: It’s the Sales Process, Stupid Jedi Mind Tricks The Power Is in Alternatives Improve Your Power Position Get There First—Shaping Operations Leverage the Investment Effect and Consistency Principle to Improve Your Power Position Anticipate Alternatives Status Quo and Safety Biases and Why No Decision Is Often the BATNA

Chapter 13 Discovery: The Fine Art of Building Your Case

It’s Not Sexy, but It’s the Key to Getting Ink Negotiation Ammunition The SCORE Discovery Framework

Chapter 14 Qualifying

Everything Begins with a Qualified Prospect Developing an IQP Profile Nine-Frame Qualifying Matrix Leveraging the Nine-Frame Qualifying Matrix

Part IV Emotional Discipline

Chapter 15 The Seven Disruptive Emotions Chapter 16 Developing Emotional Self-Control

There Are Only Three Things You Control Self-Awareness Obstacle Immunity

Chapter 17 Relaxed, Assertive Confidence

Deep Vulnerability

Chapter 18 Emotional Contagion: People Respond in Kind

Change Your Physiology

Chapter 19 Preparation and Practice

Know Your Emotional Triggers Positive Visualization and Self-Talk

Chapter 20 The Ledge Technique

The Curse of Fight or Flight The Magic Quarter-Second

Chapter 21 Willpower and Emotional Discipline Are Finite

Avoid Negotiating When You Are Tired, Hungry, or Emotionally Drained

Chapter 22 The Pipe Is Life: The Real Secret to Emotional Discipline

Fanatical Prospecting

Part V Sales Negotiation Planning

Chapter 23 Be Prepared to Negotiate

Awareness Versus Delusion Planning Scales to the Deal Size

Chapter 24 Authority and Nonnegotiables

Know What You Have the Authority to Negotiate Know What Someone Else Has the Authority to Negotiate Concessions with Conditions The Double-Edged Sword of Negotiation Authority Know What Is Nonnegotiable and How to Effectively Articulate Nonnegotiables

Chapter 25 Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking

Stakeholder Authority Stakeholder List and BATNA Ranking Motivation, Power Position, Qualifier Analysis, and Parameters

Chapter 26 Developing Your Give-Take Playlist

Sales Negotiation Parameter Analysis Business Outcome Map and the Metrics That Matter Sales Negotiation Map Sales Negotiation Leverage Inventory Give-Take Playlist Leveraging the Sales Negotiation Planner for Murder Boarding The Sales Negotiation Planner

Part VI Sales Negotiation Communication

Chapter 27 Seven Rules of Effective Sales Negotiation Communication

To Control the Conversation, You Must First Control Your Emotions People Respond in Kind Questions Control the Conversation Flow To Know What Other People Are Thinking, They Must Tell You Communication Fails If the Other Party Isn’t Thinking the Same Thing You Are Thinking Communication Fails If the Other Party Is Thinking About Your Behavior Rather Than the Deal Do Not Allow Silence to Intimidate You

Chapter 28 ACED: Navigating the Four Primary Stakeholder Communication Styles

ACED Stranger Danger and the Procurement Pit

Chapter 29 Empathy and Outcome: The Dual Process Approach

Sales EQ and Dual Process Communication The Problem with Projecting Empathy Scale Be Intentional

Chapter 30 Seven Keys to Effective Listening

Be Prepared Be Intentional Be Present Attention Control Active Listening Deep Listening Pause Before You Speak

Chapter 31 Activating the Self-Disclosure Loop

Five Steps to Activating the Self-Disclosure Loop Don’t Interrupt The Origin of Influence

Part VII The DEAL Sales Conversation Framework

Chapter 32 A Seat at the Table

The DEAL Sales Negotiation Conversation Framework

Chapter 33 Discover

Bullying Triggering Obligation Sympathy Guilt The at Carrot Gambit and FOMO Disruptive Emotions Can Hit You Like a Ton of Bricks W-A-I-T Use the Ledge

Chapter 34 Explain Your Position

Value Versus Price Price Versus Total Cost of Ownership Building the Value Bridge Know the Numbers Message Matters

Chapter 35 Align on an Agreement

Focus on Your Sales Negotiation Map Deploying the Give-Take Playlist Pattern Painting Dude, You Just Got Anchored The Power of Silence Take-Aways and the Scarcity Effect

Chapter 36 Lock It Down

The Discipline to Ask Is the Real Secret to Getting Ink You Are Not Getting What You Want Because You Are Not Asking for What You Want There Is No Silver-Bullet

Chapter 37 The Next Chapter and the Race to Relevance

You Don’t Understand Back in Mumbai Learning the Hard Way The Race to Relevance

Acknowledgments Training, Workshops, and Speaking About the Author Index End User License Agreement

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