Description
Book SynopsisTable of ContentsForeword xi
Part I Introduction to Sales Negotiation 1
Chapter 1 Sales Negotiation as a Discipline 3
Chapter 2 Salespeople Suck at Negotiating 9
Chapter 3 The Devil is Discounting: The Case for Improving Sales Negotiation Skills 17
Chapter 4 Sales Negotiation Skills are Not One-Size-Fits-All 25
Part II On Winning 31
Chapter 5 Sales Negotiation is About Winning for Your Team 33
Chapter 6 Sales Negotiation Rule One: Win First, Then Negotiate 41
Chapter 7 Timing Matters: Avoid Negotiating Red Herrings and Objections 49
Chapter 8 Four Levels of Sales Negotiation 55
Part III Sales Negotiation Strategy: Motivation, Leverage, and Power 61
Chapter 9 MLP Strategy 63
Chapter 10 Motivation 65
Chapter 11 Leverage 81
Chapter 12 Power Position 95
Chapter 13 Discovery: The Fine Art of Building Your Case 111
Chapter 14 Qualifying 121
Part IV Emotional Discipline 131
Chapter 15 The Seven Disruptive Emotions 133
Chapter 16 Developing Emotional Self-Control 137
Chapter 17 Relaxed, Assertive Confidence 143
Chapter 18 Emotional Contagion: People Respond in Kind 147
Chapter 19 Preparation and Practice 151
Chapter 20 The Ledge Technique 157
Chapter 21 Willpower and Emotional Discipline are Finite 163
Chapter 22 The Pipe is Life: The Real Secret to Emotional Discipline 167
Part V Sales Negotiation Planning 169
Chapter 23 Be Prepared to Negotiate 171
Chapter 24 Authority and Nonnegotiables 175
Chapter 25 Stakeholder Negotiation Profiles, Negotiation List, BATNA Ranking 181
Chapter 26 Developing Your Give-Take Playlist 187
Part VI Sales Negotiation Communication 199
Chapter 27 Seven Rules of Effective Sales Negotiation Communication 201
Chapter 28 ACED: Navigating the Four Primary Stakeholder Communication Styles 207
Chapter 29 Empathy and Outcome: The Dual Process Approach 217
Chapter 30 Seven Keys to Effective Listening 225
Chapter 31 Activating the Self-Disclosure Loop 231
Part VII The DEAL Sales Conversation Framework 235
Chapter 32 A Seat at the Table 237
Chapter 33 Discover 241
Chapter 34 Explain Your Position 257
Chapter 35 Align on an Agreement 269
Chapter 36 Lock It Down 287
Chapter 37 The Next Chapter and the Race to Relevance 291
Notes 299
Acknowledgments 301
Training, Workshops, and Speaking 303
About the Author 305
Index 307
