INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal (Jeb Blount)

Mr.Blount never disappoints with his masterful sales technics and psychology behind them. Good for the business and good for the soul. Great read! Enjoy!

Nice

Sales Pros, today I finished Jeb Blount's book Inked: Negotiation tactics that unlock YES and seal the deal.There are two points that I think make this an incredibly impactful learning journey for any sales pro:1. Negotiation STARTS with the first customer interaction and is part of your entire sales process. You need to be preparing for that closing discussion from the very first conversation. If you don't, you will lose.2. A major part of effectively negotiating is maintaining your Emotional Control. Either you control your emotions as you are negotiating or your emotions will control you. And the more desperate you are to get a deal done, the more likely your emotions will take control.Jeb continues to provide insights and action that will equip you to be a 21st Century Sales Pro who leads the Race to Relevance.

I've been in insurance sales for 35 years, but am always brushing up on ways to improve and stay current.I've gone through Blount's Fanatical Prospecting, Sales EQ, and now Inked. It's all fast paced, and narrated by Jeb Blount himself with authority. Peppered with excellent examples where the strategies presented worked perfectly, and also good examples where salespersons failed to follow this "basic training" and without much surprise tripped themselves up, scratching their heads asking what went wrong. Drives home the point that sales is just a Process. It's not a few magic words or techniques, but you can certainly never have too many good phrases, and I'm always collecting those tidbits. It's an overall playbook from start to finish where winning the sale is a natural outcome of your skillful preparation and research with your customer, not luck or whim. So logical. Interesting too, how Jeb ties everything back to prospecting, and keeping the pipeline full. It's the lack of prospects which cause salespersons to skip steps, become desperate, and try to throw hailmary passes in a attempt to win a deal. They would not be failing so often, if they had enough good prospects to know when to cut your losses if a prospect is a low probability, because those salespersons would not be so desperate. And that desperate attitude is obvious to your customer, and never works. The key to it all, is to always be prospecting. When you put in the time, and do it right, your probability of the win goes up. The discussion of sales matrix 9 box, where you can identify your highest probability / highest profit sales is a bit more complex than it seems. My litmus test for sales training material, is "Does this material make me angry a bit? Is it striking a chord? Perhaps I'm not so good as I believed." This training does that for me.

My team and I are reading this book now. What I love about Jeb Blount's books is that he's not gimmicky. He deals in basics and because of that everybody can take something from it. Highly recommended.

I have been in sales for a long time and I have read many sales books. This has to be one of the best ones I have read. Very thoughtful writing which goes deep into the negotiation process. I particularly liked the sections on the psychology of negotiation. This part alone is a must read for sales professionals. Excellent job Mr. Blount.

Jeb has a lot of great books but I think this is one of the best that I’ve read. This is a must read for any salesperson.It’s hard to find good books on actual sales negotiation and this one definitely takes the cake!

Introduced Inked to my enterprise sales team. Everyone that read it shared ways it has already helped them better position wins with lower discounting.

Very detailed steps and processes of guide to closing and sales negotiation tactics that unlock yes and seal the deal

Absolutely a fantastic read, and super helpful- thank you Jeb.I find your books [and audio books] always help me get back on a path to success if I lose my way, and this one should help pave the way to the top for me! Here’s to the future.

Inked really provides a no-nonsense gimmick free approach to professional sales and closing. This is a comprehensive up-to-date guide on closing and negotiating in sales.

Probably the best book ever written on Sales negotiations. Super awesome, with step by step details on the psychology and process of negotiations. I heard the audio book and then bought the ebook on Kindle as well. Must buy if you are in B2B sales!

Negotiation tricks