Jeb Blount Books

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.

Everything changed overnight due to a global pandemic, leading to a new normal of virtual selling. Sales and business professionals had to adapt quickly, transitioning from in-person interactions to engaging prospects and customers through digital platforms. While virtual selling presents challenges, such as making human connections and overcoming technological intimidation, it also offers significant advantages. It allows for broader engagement, reduced costs, and shorter sales cycles. This guide provides a comprehensive system for integrating video, phone, text, live chat, social media, and direct messaging into your sales process. Renowned sales trainer Jeb Blount shares insights on leveraging human psychology for influence during video calls, mastering the technical and human elements of impactful interactions, and overcoming camera-related fears. You'll learn strategies for delivering engaging virtual demos, effective video messaging, and frameworks for prospecting via phone, email, and text. Additionally, the guide covers the importance of social selling, chat communication, and the benefits of a blended virtual and physical selling approach. As you explore these insights, you'll build confidence in your ability to engage effectively in the evolving landscape of virtual sales.

Remote learning dates back to the 18th century when Caleb Phillips introduced correspondence courses, allowing people to learn new skills regardless of their location. Over the past 300 years, virtual training has gradually evolved, but the global pandemic dramatically accelerated its adoption. Social distancing and remote work transformed the landscape, revealing that traditional classroom training is often costly, inefficient, and yields poor returns on investment. While replicating the collaborative atmosphere of physical classrooms in a virtual setting poses challenges, virtual training offers structure, accountability, and social learning benefits, all while providing speed, agility, and substantial cost savings. It enables organizations to rapidly upskill employees and achieve a higher return on training investments. Additionally, virtual training is environmentally friendly, consuming nearly 90% less energy and producing 85% fewer CO2 emissions than in-person training. However, the historical resistance to virtual training stems from negative experiences, often characterized by disengaging sessions. The delivery method is crucial; when the virtual learning experience is positive, participants engage more, retain knowledge better, and are more likely to attend future sessions. This book serves as a comprehensive guide to creating engaging virtual training that fosters skill acquisition and behavioral change.

A guide for the true center of the sale-you When all things are equal (and in today's competitive world they almost always are) people buy you-the salesperson. No matter the product, the best salespeople, the ones who win, are selling themselves.

How will you gain the Winning Edge to accomplish your goals and reach your dreams? In life, business and sales there are five principles that, when put into action, virtually guarantee success. The five PowerPrinciples are proven and indisputable success strategies. For centuries the most successful people in the world have employed the PowerPrinciples to accumulate wealth and abundance in their lives. With his fast-paced, down-to-earth style, laced with personal stories, Jeb Blount, illustrates how the PowerPrinciples are a no-nonsense, road map to achievement. Put the five PowerPrinciples to work in your life and gain the Winning Edge that will guarantee a lifetime of turning dreams into reality.

The book offers a practical approach to understanding artificial intelligence, breaking down complex concepts into accessible tactics. It emphasizes enhancing human relationships through AI, providing readers with step-by-step guidance to apply these insights effectively. The authors aim to demystify AI, making it a valuable tool for improving interpersonal connections.

A fanatical focus on prospecting is the key to sales success, yet many salespeople overlook this vital aspect in favor of fleeting trends. The Fanatical Prospecting Playbook serves as a crucial resource for sales leaders and professionals, providing insights into the significance of prospecting. It offers practical guidance on developing the necessary skills and techniques to enhance prospecting effectiveness, ultimately empowering salespeople to achieve consistent results in their performance.