Inked
by Jeb Blount
Blount on negotiating as a salesperson, not a procurement officer: emotional discipline, the power position, give-get, and avoiding the discount reflex. Useful for reps who cave at the end.
Read it if…
you win deals and then give away margin at the close.
See the book →
Skip it if…
you want general negotiation theory; see Voss or Camp.
Try instead: Selling to Big Companies →
Three things you will actually use
- Never give without getting.
- Power comes from alternatives and discipline.
- Price drops should be rare and traded.
Do this first
Prepare a give-get list before your next negotiation and never concede without a trade.
Our verdict
Stop discounting at the close.
See the book →
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