Jeb Blount Bücher

Sogenannte VILTs, sprich trainergeleitete virtuelle Schulungen, sind die Zukunft. Trainer, die hier nicht mit der Zeit gehen und sich dem neuen Format verweigern, werden - so jedenfalls der Autor - bald arbeitslos. Die These klingt drastisch, wird aber vom Autor plausibel untermauert. In seinem Buch zeigt er auf, wie Sie den Sprung schaffen - selbst mit kleinem Budget: vom besten Mikrofon über die perfekte Checkliste bis hin zum optimalen Layout Ihrer Folien. Das systematische und überaus praxisorientierte Buch hat das Zeug zum Standardwerk

Verkaufen ist ein unnatürlicher Beruf: Man begibt sich bewusst immer wieder in Situationen, in denen man auf Ablehnung stößt. Für den Umgang damit hält Jeb Blount ein ganzes Füllhorn an Praxistipps und Formulierungsbeispielen bereit, aus dem der Leser sich bedienen kann. Ein starres Skript liefert der Autor aber nicht, ebensowenig eine Zauberformel für 100 Prozent Abschlussquoten. Denn jede Verkaufssituation ist anders. Wer sich aber Denkanstöße, Beispiele und Hintergrundinformationen zur Psychologie des Verkaufens wünscht, wird hier sicherlich fündig

Master effective closing and sales negotiation tactics that lead to successful deals. Sales professionals often leave significant revenue unclaimed due to being outmaneuvered by savvy buyers who excel in negotiation techniques. Today's buyers possess more information and control over the purchasing process, giving them a stronger position in negotiations. Consequently, many salespeople find themselves on the losing end, which can hinder their income and their company's growth and market valuation. In this insightful guide, the author equips you with the essential strategies, tactics, and skills to become a formidable sales negotiator. With a direct approach, he reveals the harsh realities of sales negotiations and provides the tools needed to regain control of outcomes. Key lessons include the Seven Immutable Rules of Sales Negotiation, the pitfalls of the "Win-Win" mindset, and the critical rule you must never break. You'll discover how to utilize the MLP strategy to improve your chances of winning, adapt to different buyer communication styles through the ACED Buyer Persona Model, and apply the DEAL framework to steer conversations effectively. Additionally, you'll learn powerful negotiation psychology and influence techniques to maintain control, overcome disruptive emotions, and safeguard against psychological tactics employed by buyers. Equip yourself with these powerful tactics to enhance your negotiation success and

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power more information, more at stake, and more control over the sales process than any time in history.

Ditch the failed sales tactics, fill your pipeline, and crush your numberFanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development prospecting.

Price increases are crucial for business profitability, especially during inflation. They generate capital for growth, protect jobs, enhance quality and service, and elevate stock prices. Effectively executed price increases can significantly improve both revenue and profit margins, provided customer retention is maintained. This is why B2B companies rely on their sales teams to implement price increase strategies. Sales professionals possess deep customer insights and strong communication skills, making them ideally suited for these conversations. However, many express anxiety about discussing price increases, fearing customer loss and relationship damage. They often feel unprepared, lacking the skills and confidence needed for these discussions. This challenge is exacerbated by the minimal formal training provided by companies for handling price increases, as most training budgets focus on business development and initial sales skills. Consequently, many sales professionals and leaders miss out on essential training for this critical aspect of their roles. Meanwhile, executives are pushing sales teams to engage customers and secure price increases amid economic pressures. This guide serves as a practical resource for frontline sales professionals and leaders seeking to build confidence and succeed in price increase conversations.