Recommendation
In sales vernacular, salespeople want to “get ink” – that is, get prospects’ signatures on contracts. The trouble is that salespeople often find themselves at a disadvantage during negotiations. Buyers have more power, more alternatives and, almost always, superior training and skills in negotiation. Consequently, salespeople may struggle to negotiate sales contracts. Jeb Blount draws on his experience to teach readers negotiation skills that can help them have confidence and power as they bargain for ink.
Summary
About the Author
Jeb Blount heads a global training organization, Sales Gravy, which publishes the SalesGravy.com website.
By the same author
Learners who read this summary also read
Related Skills
Développer son intelligence émotionnelle
Construire et entretenir le bien-être
Générer et qualifier des prospects
S’auto-diriger
Leadership
Développer ses compétences interpersonnelles
Développement personnel
Persuader efficacement
Réussir la prospection à froid
Gérer ses émotions
Rédiger des propositions gagnantes
Gérer les équipes de vente
Surmonter les objections des clients
Exercer une influence
Tisser des liens avec les prospects
Convertir les prospects
Conclure ses ventes
Vendre à des comités d'achat
Maîtriser les ventes B2B
Communiquer efficacement
Maîtriser la prospection
Gérer les parties prenantes de la vente
Vente
Compétences relationnelles
Vendre de la valeur
Planifier et élaborer des stratégies de vente
Présenter son offre aux prospects
Identifier les besoins des prospects
Maîtriser la négociation
Comment on this summary