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INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal (Jeb Blount) 1st Edition

by Jeb Blount (Author)
4.7 4.7 out of 5 stars 275 ratings
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INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal (Jeb Blount)
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  1. ISBN-10
    1119540518
  2. ISBN-13
    978-1119540519
  3. Edition
    1st
  4. Publisher
    Wiley
  5. Publication date
    January 15, 2020
  6. Part of series
    Jeb Blount
  7. Language
    English
  8. Dimensions
    5.5 x 1.3 x 8.6 inches
  9. Print length
    336 pages
  10. See all details
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From the brand

Previous page
  2. Jeb Blount logo

    Jeb Blount is an acclaimed thought leader on sales, leadership, and customer experience, and a global bestselling author of multiple books. Jeb and his team help companies of all sizes accelerate sales productivity through his global training and consulting organization, Sales Gravy.

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Editorial Reviews

From the Inside Flap

Negotiation is an integral part of the sales role. Yet, somehow, the vast majority of salespeople still lack strong negotiation skills. For this reason, 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 new reality, 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 this uneven 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 Negotiation 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
  • And much more!
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.

From the Back Cover

Negotiation is an integral part of the sales role. Yet, somehow, the vast majority of salespeople still lack strong negotiation skills.

For this reason, 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 new reality, 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 this uneven 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 Negotiation 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
  • And much more!

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.

Product details

  • Publisher ‏ : ‎ Wiley; 1st edition (January 15, 2020)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 336 pages
  • ISBN-10 ‏ : ‎ 1119540518
  • ISBN-13 ‏ : ‎ 978-1119540519
  • Item Weight ‏ : ‎ 2.31 pounds
  • Dimensions ‏ : ‎ 5.5 x 1.3 x 8.6 inches
  • Customer Reviews:
    4.7 4.7 out of 5 stars 275 ratings

About the author

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Jeb Blount

Jeb Blount

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Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Through his companies—Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management.

Jeb spends more than 250 days on the road each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe.

As a business leader, Jeb has more than 25 years of experience with Fortune 500 companies, SMBs, and start-ups. He has been named one of the top 50 most influential sales and marketing leaders (Top Sales Magazine), a Top 30 social selling influencer (Forbes), a top 10 sales experts to follow on Twitter (Evan Carmichael), a top 100 most innovative sales blogger (iSEEit), a top 20 must-read author—People Buy You—for entrepreneurs (YFS Magazine and Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades.

He is the author of seven books.

Customer reviews

4.7 out of 5 stars
4.7 out of 5
275 global ratings
Stop Paying an Ignorance Tax
5 Stars
Stop Paying an Ignorance Tax
If you've read any of Jeb's books in the past, you know that you're going to get a lot of content, creative strategies and useful tactics. Jeb's new book does not disappoint! I'm a fan of influence and persuasion and this book adds some interesting nuances in how you approach a negotiation or sales meeting. Buyers, now more than ever, are looking for price breaks. Management teams are under pressure to reduce costs. Every salesperson is at 'war', a price war with their clients whether they choose to accept it or not. In this book, you learn how to frame conversations, position your product's value, and know what to say and when to say to defend your that value. Mack Hanan, author of consultative selling said that discounting is the ignorance tax you pay for not know your value. I'll reframe that quote with Jeb's book in mind, "Discounting is the ignorance tax you pay for not knowing how to negotiate (a good deal)." If you're struggling with holding the line on value or getting the terms/conditions you want, this book has some answers for you!
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Top reviews from the United States

O & T
5.0 out of 5 stars A must read for the sales professional
Reviewed in the United States on March 25, 2024
Verified Purchase
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!
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scbull
5.0 out of 5 stars Negotiations START from the first customer interaction
Reviewed in the United States on September 9, 2020
Verified Purchase
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.
2 people found this helpful
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Bill K.
4.0 out of 5 stars Highly recommended.
Reviewed in the United States on September 30, 2020
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.
2 people found this helpful
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Amazon Customer
5.0 out of 5 stars Great Sales Negotiation Book
Reviewed in the United States on October 18, 2023
Verified Purchase
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.
One person found this helpful
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OneSong
5.0 out of 5 stars Classic Blount
Reviewed in the United States on November 13, 2022
Verified Purchase
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.
2 people found this helpful
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Ben Brown
5.0 out of 5 stars Best book on negotiation
Reviewed in the United States on May 5, 2023
Verified Purchase
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!
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Chris McSorley-Jamf
5.0 out of 5 stars Great content and playbook for sales negotiation
Reviewed in the United States on January 30, 2023
Verified Purchase
Introduced Inked to my enterprise sales team. Everyone that read it shared ways it has already helped them better position wins with lower discounting.
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Top reviews from other countries

Fatima M
5.0 out of 5 stars Jeb does it again!
Reviewed in India on February 24, 2023
Verified Purchase
Very detailed steps and processes of guide to closing and sales negotiation tactics that unlock yes and seal the deal
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Tyler Wachna
5.0 out of 5 stars Success is a treasure We’re all searching for... Jeb always gives me a great map!
Reviewed in Canada on March 2, 2020
Verified Purchase
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.
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Shane Gibson
5.0 out of 5 stars A deal closers field guide
Reviewed in Canada on November 24, 2020
Verified Purchase
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.
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Siddharth H.
5.0 out of 5 stars Best book ever on Sales Negotiations!
Reviewed in India on February 9, 2021
Verified Purchase
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!
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Goutham
4.0 out of 5 stars Great to apply in sales field
Reviewed in India on June 24, 2021
Verified Purchase
Negotiation tricks
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