Inked

About the Author

Jeb Blount is a recognized expert in sales, leadership, and customer experience, with 11 books to his name. He is the founder of Sales Gravy, a global training organization that helps prestigious organizations optimize talent and develop high-performance cultures. With over 25 years of experience working with Fortune 500 companies, small and midsize businesses, and startups, Jeb has a proven track record in driving peak performance. His insights into sales negotiation are distilled in his book, "Inked: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal," offering sales professionals the strategies and tactics necessary to succeed in today’s competitive environment.

Main Idea

"Inked" by Jeb Blount is a comprehensive guide to mastering sales negotiations. It addresses the unique challenges faced by sales professionals and provides actionable strategies to level the playing field against savvy buyers. Blount emphasizes the importance of emotional discipline, strategic planning, and understanding the motivations and leverage points of both buyers and sellers. The book aims to empower salespeople with the skills needed to win more deals, protect profits, and build lasting customer relationships.

Table of Contents

1. Introduction to Sales Negotiation
2. On Winning
3. Sales Negotiation Strategy: Motivation, Leverage, and Power
4. Emotional Discipline
5. Sales Negotiation Planning
6. Sales Negotiation Communication
7. The Sales-Deal Conversation Framework
8. The Next Chapter and the Race to Relevance

Introduction to Sales Negotiation

Sales Negotiation as a Discipline

Sales negotiation is a critical skill that differentiates successful sales professionals from the rest. Unlike other forms of negotiation, sales negotiation is dynamic, fast-paced, and requires a unique set of skills and strategies tailored specifically for the sales environment. Blount points out that many sales professionals fail in negotiations because they lack emotional discipline and adequate training. He stresses that sales negotiation is not just about tactics but about understanding the underlying motivations and leverage points of the parties involved.

Salespeople Suck at Negotiating

Blount does not mince words when he states that most salespeople are poor negotiators. He attributes this to several factors, including poor emotional discipline, lack of training, and the fact that buyers are often better trained and have more alternatives. He highlights the importance of having a full pipeline of opportunities to avoid desperation and maintain a strong negotiating position.

On Winning

Sales Negotiation Is About Winning for Your Team

Blount challenges the notion of "win-win" in sales negotiations, arguing that sales professionals must focus on winning for their team. While maintaining relationships is important, the primary goal is to achieve the best possible outcome for the sales team. This requires balancing empathy with the determination to win, ensuring long-term success without causing resentment from the buyer.

"Win-win is the warm blanket of delusion where your commission check and your company’s profits curl up to die." - Jeb Blount

Sales Negotiation Rule One: Win First, Then Negotiate

The first rule of sales negotiation, according to Blount, is to win first and then negotiate. This means avoiding discussions about price, terms, and conditions until the buyer has chosen you as their vendor of choice. By securing their commitment first, you gain leverage, maintain emotional control, and are more likely to close the sale on favorable terms.