[eBook Code] INKED (eBook Code, 1st)

Foreword 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