Books in the Jeb Blount series

Ditch the failed sales tactics, fill your pipeline, and crush your number Fanatical 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.

Discover the secrets to influencing the performance of the people you lead Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance.

Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal.Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.Because today's buyers have more power than ever before--more information, more at stake, and more control over the buying process--they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal.In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer--along with your company's growth, profits, and market valuation.In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator.In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN.You'll learn:* Seven Immutable Rules of Sales Negotiation* Why "Win-Win" Usually Means "You-Lose"* The One Rule of Sales Negotiation You Must Never Break* How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor* The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles* Seven Principles of Effective Sales Negotiation Communication* How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink* How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools* Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation* How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table* How to Protect Yourself from the Psychological Games that Buyers PlayWith these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve.INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer.You'll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients--a who's who of the world's most prestigious organizations--right into your hands.

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.

What you experience is what you remember. The more emotional the experience, the deeper it is branded into your memory. Experience has a massive impact on buying decisions. Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember.

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession.Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES.Objections don't care or consider:* Who you are* What you sell* How you sell* If you are new to sales or a veteran* If your sales cycle is long or short - complex or transactionalFor as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind.In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections.What you won't find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers' resistance.Instead, you'll learn a new psychology for turning-around objections and proven techniques that work with today's more informed, in control, and skeptical buyers. Inside the pages of Objections, you'll gain deep insight into:* How to get past the natural human fear of NO and become rejection proof* The science of resistance and why buyers throw out objections* Human influence frameworks that turn you into a master persuader* The key to avoiding embarrassing red herrings that derail sales calls* How to leverage the "Magical Quarter of a Second" to instantly gain control of your emotions when you get hit with difficult objections* Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation* How to easily skip past reflex responses on cold calls and when prospecting* How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle* The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale* Rapid Negotiation techniques that deliver better terms and higher pricesAs you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

And just like that, everything changed . . .A global pandemic. Panic. Social distancing. Working from home.In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling.To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers.Overnight, virtual selling became the new normal. Now, it is here to stay.Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction.Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle.Virtual Sellingis the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you:* How to leverage human psychology to gain more influence on video calls* The seven technical elements of impactful video sales calls* The five human elements of highly effective video sales calls* How to overcome your fear of the camera and always be video ready* How to deliver engaging and impactful virtual demos and presentations* Powerful video messaging strategies for engaging hard to reach stakeholders* The Four-Step Video Prospecting Framework* The Five-Step Telephone Prospecting Framework* The LDA Method for handling telephone prospecting objections* Advanced email prospecting strategies and frameworks* How to leverage text messaging for prospecting and down pipeline communication* The law of familiarity and how it takes the friction out of virtual selling* The 5C's of Social Selling* Why it is imperative to become proficient with reactive and proactive chat* Strategies for direct messaging - the "Swiss Army Knife" of virtual selling* How to leverage a blended virtual/physical selling approach to close deals fasterAs you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar.Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients--a who's who of the world's most prestigious organizations--right into your hands.

Military Recruiting is a war. It's just a different kind of war than what you were prepared and trained to fight for. Recruiting is a war for talent.Smart, competent, and capable people are rare and in high demand. Every organization, from commercial enterprises, healthcare, non-profit, sports, and education, to the military is in an outright battle to recruit and retain these bright and talented people.Rather than bullets and bombs, the war for talent is won through high-impact prospecting activity, time discipline, intellectual agility, emotional intelligence, and human to human relationships. On this highly competitive, ever changing, asymmetrical battlefield, to win, you must operate at a level of excellence beyond anything asked of military recruiters before.Yet, in this new paradigm, many recruiters are struggling, and most recruiting units are staring down the barrel at 50 percent or more of their recruiters consistently missing Mission.It is imperative that we arm military recruiters with the skills they need to win in this challenging environment. The failure to make Mission is an existential threat to the strength and readiness of America's fighting forces and our democracy.Fanatical Military Recruiting begins where the Recruiting and Retention colleges of the various branches of the military leave off. It is an advanced, master's level training resource designed specifically for the unique demands of Military Recruiting. In FMR, you'll learn:* The Single Most Important Discipline in Military Recruiting* How to Get Out of a Recruiting Slump* The 30-Day Rule and Law of Replacement* Powerful Time and Territory Management Strategies that Put You in Control of Your Day* The 7 Step Telephone Prospecting Framework* The 4 Step Email and Direct Messaging Framework* The 5 C's of Social Recruiting* The 7 Step Text Message Prospecting Framework* How to Leverage a Balanced Prospecting Methodology to Keep the Funnel Full of Qualified Applicants* Powerful Human Influence Frameworks that Reduce Resistance and Objections* The 3 Step Prospecting Objection Turn-Around Framework* Mission Drive and the 5 Disciplines of Ultra-High Performing Military RecruitersIn his signature right-to-the-point style that has made him the go-to trainer to a who's who of the world's most prestigious organizations, Jeb Blount pulls no punches. He slaps you in the face with the cold, hard truth about what's really holding you back. Then, he pulls you in with stories, examples, and lessons that teach you exactly what you need to do right now to become an ultra-high performing recruiter. Fanatical Military Recruiting is filled with the high-powered strategies, techniques, and tools you need to keep your funnel packed with qualified applicants. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence. And, with this new-found confidence, your performance as a military recruiter will soar and you will Make Mission, Fast.

Find the motivation and confidence to stay on top when everything hits the fanIn volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don't want to meet with you, objections are harsher, customers cancel orders and contracts on a whim and pressure you for price decreases.Yet, you are still under the same pressure to make your sales number. If you don't, your income will take a hit. Don't even mention the 401(k) that you are afraid to even look at with the markets in free fall. In this situation, it's natural to feel stressed out and feel demotivated. In Selling in a Crisis, the world's most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change.In his classic, no-nonsense style, Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You'll also discover:* The real secrets to selling more in a crisis* The difference between rainmakers and rain barrels and how to find opportunity in adversity* Why you must stop swimming naked and put your bathing suit on* Why you don't get into buckets with crabs* How to be a RIGHT NOW sales professional* 7 Steps of Effective Prospecting Sequences and how to be professionally persistent* How to adjust sales messaging to meet the moment* The sales secrets of frogs, squirrels, and horses* Sutton's Law and why you must go where the money is* Why you need more than charm and a great personality to close sales in a crisis* The five questions you must answer in the affirmative for every stakeholder* How to handle buying commitment objections in a crisis* How to protect your turf from competitors and your profits from price decreases* Five ways to protect and advancing your career* How to be bold and always trust your cape* And so much more . . .Jon Kabat-Zinn once said, "You can't stop the waves, but you can learn to surf." This is exactly what you'll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter you will find the motivation, inspiration, and confidence catch to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income.