<div class="raw-html-embed"><a href="https://libratech.ai/ch/?utm_source=partner&amp;utm_medium=website&amp;utm_campaign=wkch_libra_prsp_staempfli_07_2026
">Stämpfli - L’innovation technologique au service de la littérature juridique - Testez gratuitement !</a></div>

Über uns

À propos de nous

Nachhaltigkeit

Durabilité

Open Access

Karriere

Carrière

Aboverträge Kündigen

Résiliation d’abonnement

Vertrag widerrufen

Résiliation de contrat 

Datenschutz

Protection des données

Impressum

Mentions légales

Zahlung und Lieferung

Paiement et livraison

Libra

Was ist Libra?

C'est quoi Libra ?

Kostenlos testen

Tester gratuitement

LEXIA

LEXIA Arbeitsrecht

Was ist LEXIA?

C'est quoi LEXIA ?

LEXIA Familienrecht

Zeitschriften

Revues

recht

Pflegerecht

ZBJV

forumpoenale

ZStrR

Anwaltsrevue

Revue de l'avocat

RSAS

FamPra.ch

ASYL

Life Science Recht

BlAR

Sachbuch

Livres spécialisés

LOKI

Semaphor

Fokusthemen

Focus

Thema

Recht studieren

Arbeitsrecht

Droit du travail

Studium

Études

Familienrecht

Droit de la famille

Sozialversicherungsrecht

Droit des assurances sociales

Strafrecht

Droit pénal

Aktienrecht

Droit des sociétés anonymes

Publikationen

Publications

Literatur

Digitales Angebot

Bücher

Livres

Buchreihen

Collections

Onlinemodule LEXIA

Modules en ligne LEXIA

recht.ch

Studienliteratur

Littérature pour les études

Dienstleistungen

Services

Dienstleistungen für

Corporate Books

Publishing Lösungen

Aktuelles

Geschäftskunden

Professionnels

Corporate Publishing

Content solutions

Buchhandlungen

Librairies

Veranstaltungen

Événements

Presse

Dozierende

Enseignants

Studierende

Étudiants

Inserierende

Annonceurs

Newsletter

Blog

Autorinnen/Autoren

Auteurs

Unsere Schreibenden

Hilfe

Unsere Autorinnen und Autoren

Liste

Autorenlounge

Espace des auteurs

Bei uns publizieren

Publier chez nous

Autorenstimmen

Témoignages

Verlag

Éditions

Themen

Mehr wissen

Mitarbeitende

Collaborateurs

Geschichte

Histoire

Vision und Mission

Vision et mission

Unser Magazin

Notre magazine

Unternehmenskultur

Culture d'entreprise

Partner

Partenaires

Kontakt

Contact

Shop

Schweizer Recht

Ausländisches Recht

Über unseren Shop

Neuerscheinungen

Nouveautés

Unsere Funktionen

Nos fonctions

Vorankündigungen

À paraître

Nach Rechtsgebiet

Par domaine juridique

Kommentare

Commentaires

Gesamtkatalog

Catalogue complet

Adgopul R: The 30 Seconds Method

The 30 Seconds Method

Unbeatable Sales Tactics

Jeb Blount

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 Play

With 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.

The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal

INKED

Sales 101

Selling Made Simple

Stop hoping that sales might happen – build a process that ensures they will.
The ability to turn leads into sales is the foundation of every successful business. Converted offers a tried and trusted framework for achieving this goal, replacing unpredictability and uncertainty with a practical and reliable sales process.
This book outlines the ten logical steps you need to master in order to reduce deal-time and close more sales.
You’ll learn how to:
• Target qualified prospects and avoid tyre-kicking timewasters
• Join the conversation happening inside your customer’s head and pitch accordingly
• Guide the sale with meaningful questions that engage and inspire action
• Reassure your prospect and eliminate objections
• Time your quotations and proposals so that they generate more orders, more often

How to help more people buy what you sell

Converted

Between 40% and 60% of all deals don't go to a competitor. They go nowhere.

The prospect shared their deepest pain. You had the perfect solution. And the moment you said a number out loud, something invisible happened to both of you at the same time. Their brain shut down. Yours started negotiating against itself before they said a word. Two nervous systems collapsed in real time. And the deal died in the silence between you.

It was never about your price. It was never about the competition. It was about what was happening inside two human brains at the exact moment money entered the room. And nobody taught you how to see it.

Jay Mora calls this The Dual Collapse(TM). It is the force behind every deal you should have closed and didn't. And it has a solution.

This is not a sales book. It is a decision science system.

The Invisible Elevator is the Five-Floor Decision System for coaches, consultants, and agency owners who are exceptional at their craft and losing deals at the conversation level. The leads are qualified. The price is fair. The problem is neurological, and it happens the moment money enters the room.

If your discovery calls keep ending in silence, or in follow-up sequences that go nowhere, this book was written for you.

What you will learn:

Why "I need to think about it" is a cortisol response, not an objection, and the exact sequence that stops it before it starts

The Dual Collapse(TM): how two nervous systems feed each other's fear in real time and how to break the cycle before it costs you the deal

The Five Failure Patterns that kill deals: The Helper's Discount, The Credential Trap, The PhD Complex, Moral Contamination(TM), and Empty Pocket Projection(TM)

The Ego Glue Framework(TM): the nine-step post-close sequence that eliminates buyer's remorse before the call ends

Why discounting your price literally rewires your client's brain to receive less value from your program

The Pencil Pass(TM), The No-Maybe Frame(TM), and The Conviction Pause(TM): three mechanisms that stop stalling without pressure or manipulation

Why you are giving away $65,000 a year in free consulting and what it is costing you beyond the money

How to qualify any prospect in the first three minutes so you never spend ninety minutes with the wrong person again

How to hold your price without apologizing, discounting, or losing the deal

How to open a discovery call with authority so the prospect is in the right decision state from the first sixty seconds

The Referral Pulse(TM): how to generate warm introductions from your best clients in under five minutes

Who this book is for:

This book is for the proven expert. The coach, consultant, agency owner, or founder-led service provider who has built a real program with real results and is losing deals at the conversation level.

This is not for beginners.

This is for the expert who already knows their work delivers results and cannot understand why qualified prospects keep walking away. If your discovery calls keep turning into free consulting sessions that end with silence, this is the system that closes the gap.

About the Author:

Jay Mora is the creator of the Elevator of Sales(TM) and the Decision Leadership Method(TM). He works with private clients, by application only. He does not teach sales techniques. He teaches proven experts how to lead decisions inside high-stakes conversations. 

This is the system that closes the gap. On the first call.

The Five-Floor Decision System That Closes High-Ticket Clients on the First Call. Without Scripts. Without Pressure. Without Apology

The Invisible Elevator

WALL STREET JOURNAL BESTSELLER!

IF YOU'RE IN SALES, FEAR HAS COST YOU MILLIONS OF DOLLARS, AND THIS BOOK IS FOR YOU.

Fear is the reason most salespeople don't like to pick up the phone (salespeople average just four hours per week on the phone, and our job is to talk to humans!).

Fear is the reason we don't ask for the business more, even though our customers want to buy from us.

Fear is the reason we don't offer our customers additional products and services, even though they would love to buy more from us.

This book deals with that fear.

You will learn exactly how to overcome this destructive fear in sales, and replace it with confidence, optimism, gratitude, joy, and proactive sales work. These are the powerful principles in the new field of positive psychology which are transforming how we work and succeed. Selling Boldly is the first book that leverages positive psychology to help you sell more.

You'll also learn a series of fast, simple sales-growth techniques--like how to add on to existing orders; and how to close 20% more quotes and proposals instantly; and how to properly ask for and receive referrals--that will grow your sales...dramatically and quickly.

Alex Goldfayn's clients grow their sales by 10-20% annually, every year, as long as they apply his simple approaches.

YOU ALREADY KNOW WHAT TO DO

I am not going to teach you much in this book that you don't already know.

You're a professional salesperson. You do this for a living. You know, for example, that testimonials and referrals are among the best ways we have to grow sales, right? But do you ask for them enough? Most people don't.

You know that calling a customer on the phone is more effective than emailing her, but you still often revert to email.

You know your customers buy other products and services that you can help them with, but you don't ask them about these products. You'd like to help them, and they would like more of your help -- that is why they've been with you for five or ten or twenty years -- but nevertheless we don't ask them.

There is a difference between knowing what to do, and actually doing it.

I know you know.

With Selling Boldly, we start to do what we already know. We will cover what keeps us from doing these things (fear), how to overcome it (by listening to your happy customers), and how to implement these simple but powerful sales growth techniques (by briefly planning them, also doing them).

Because sales growth comes from doing, not knowing.

Today, we start doing.

And growing.

These approaches are laid out in this book, in precise detail, for you to implement in your own work.

Alex doesn't hold anything back in this manual for selling more.

What's the secret to selling more?

There is no secret.

There is no magic bullet.

There is only the work.

There are only the mindsets, and the communications.

In Selling Boldly, Alex teaches readers how to attain these mindsets, and how to implement these communications, so that sales have no choice but to grow!

Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence, Happiness, and Sales

Selling Boldly

&lt;b&gt;Good sales relationships don’t just happen.&lt;/b&gt;They must be nurtured and developed. From ancient trade routes to modern Internet platforms sales is one of the world’s oldest professions.. Throughout the ages, there have been as many ways to sell as there are customers who want to buy. But whether you’re a novice or seasoned sales person, no matter what your product or service there is one truth that crosses all boundaries in selling. Selling depends on a relationship. That relationship might last only a few minutes, or extend through an entire lifetime, but in order to conduct a sales transaction, there must be a relationship. The Power of Charisma authors Dan Strutzel and Traci Shoblom will show you the way. &lt;br&gt; &lt;br&gt;In &lt;i&gt;The Power of Positive Selling&lt;/i&gt;, you will: &lt;ul&gt;  &lt;li&gt;Learn to create and maintain a true connection with your customers&lt;/li&gt;  &lt;li&gt;Understand the sales person’s, the buyer’s, and the relationship perspective&lt;/li&gt;  &lt;li&gt;Determine how to really listen to your buyer&lt;/li&gt;  &lt;li&gt;Identify the most effective planning methods&lt;/li&gt;  &lt;li&gt;Discover how to handle rejection&lt;/li&gt;  &lt;li&gt;Develop your customer avatar&lt;/li&gt;  &lt;li&gt;Perfect what to say to price objections&lt;/li&gt;  &lt;li&gt;Create an automated follow up system&lt;/li&gt;  &lt;li&gt;Recognize the important things to know about your product&lt;/li&gt;  &lt;li&gt;Recognize opportunities to grow your relationships by solving the real problem&lt;/li&gt; &lt;/ul&gt;Every profession must change in order to keep up with the times. There’s an old saying that even if your company makes the best buggy whip, your sales people still won’t be able to sell them because no one has horse buggies anymore. We have cars. Times change. Products change. Sales is changing too. Now, more than ever, we must learn to harness &lt;i&gt; The Power of Positive Selling.&lt;/i&gt;

In The Power of Positive Selling you will discover the key elements to creating and maintaining great relationships with your prospects and customers

Dan Strutzel

Traci Shoblom

The Power of Positive Selling

Volume

Sales Training Made Simple
With the science to back it up


Discover the secrets of successful selling with this comprehensive guide to the LIPS (Lock, Investigate, Present, State) Sales System. Whether you're a veteran sales professional or new to the field, this book offers a robust framework for confidently navigating each stage of the sales process.


In these pages, you'll learn to:

Craft memorable introductions using the "I CAN ASK" method
Unearth your prospects' core needs through strategic investigation
Deliver tailored solutions that captivate decision-makers
Seal deals with finesse using the BET (Build Value, Establish Investment, Take Action Now) strategy




Filled with real-world scenarios, practical scripts, and implementable advice, this guide transforms intricate sales techniques into clear, actionable steps. Revolutionize your approach, amplify your conversion rates, and forge enduring client partnerships with the LIPS Sales System.

The Secrets To Selling Anywhere, Anytime, On The Spot

The LIPS Sales System

The most comprehensive resource on sales development, leadership, and customer experience available, from bestselling sales author Jeb Blount Jeb Blount is a bestselling author, a sought-after keynote speaker, and the CEO of Sales Gravy, a leading global training organization. His unique approach to human relationships in the workplace has made him one of the world's most influential thought leaders on sales, leadership, and customer experience. Jeb's books and training seminars have helped numerous corporations and tens of thousands of individuals accelerate sales and realize their maximum potential by leveraging emotional intelligence and interpersonal skills in customer-facing activities.&nbsp; The Jeb Blount Ultimate Sales Success Box Set is a must-have for everyone involved in sales, from senior managers and team leaders, to experienced and early-career sales professionals alike. This indispensable collection features nine of the author's most popular and powerful books: <ul> <li>People Buy You is the modern business classic on the art and science of interpersonal relationships, influence, and persuasion. Instantly create strong connections with your customers and prospects using Jeb's easy-to-follow, real-world action plan.</li> <li>Fanatical Prospecting is the definitive resource on the most important activity in sales and business development-prospecting. Join the ranks of top earners who have used Jeb's innovative approach to eliminate resistance, gain more appointments, and close more sales.</li> <li>Sales EQ takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. Learn how to keep prospects engaged, create true competitive differentiation, and shape and influence buying decisions.</li> <li>Objections presents a new psychology for turning around objections-teaching you how to conquer your fear of "No" and become rejection proof in even the most difficult selling situations. Jeb's techniques will radically boost your confidence, your success, and your income.</li> <li>INKED shifts the balance of power towards you at the sales negotiating table. Packed with the powerful strategies, tactics, techniques, skills, and human-influence frameworks you need to get a "Yes" and seal the deal!</li> <li>Virtual Selling shows you how to leverage video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and improve your sales results.</li> <li>Selling in a Crisis explains how to hit your sales targets in even the most trying and volatile economic times. This book is packed with 55 easy-to-read tips, techniques, and tactics that work in the real world.</li> <li>Selling the Price Increase reveals proven strategies for retaining customers and clients as your product or service increases in price. It offers practical exercises and a comprehensive framework for keeping your customers satisfied.</li> <li>The AI Edge explains how to implement the latest artificial intelligence tools to streamline your sales process, improve your close rate, and multiply the impact of your human creativity, empathy, and authenticity to close deals.</li> </ul> The methods, frameworks, and techniques Jeb provides have optimized success, built high-performing sales cultures, developed leadership and coaching skills, and transformed entire organizations around the world. The Jeb Blount Ultimate Sales Success Box Set will help you reach your peak performance-fast!

The Jeb Blount Ultimate Sales Success Box Set

LEARN SELLING AND CLOSING TACTICS FROM ONE OF AMERICA'S TOP REAL ESTATE AGENTS "I know a lot of great real estate agents, and Josh is one of the best. He's a born entrepreneur and a shrewd negotiator who approaches every deal as if he were negotiating with his own money. I'd recommend this book to anyone who wants to improve their closing skills." SPENCER RASCOFF CEO of Zillow "I work with some of the best athletes in the world to make sure that they're performing to the best of their ability week in and week out. When Josh sold me my home, it was clear to me that between his preparation, winning mentality, and overall knowledge of the market, he was the key player I needed." SEAN MCVAY NFL Head Coach of the LA Rams "When it comes to CLOSING you need to be flexible and adapt to the situation. You want to always have your opponent right where you want them. Don't let Josh's smile fool you, he always has you where he wants you."?? BRIAN WILSON Major League Baseball World Series pitcher "I get pitched business ideas from entrepreneurs all the time on Shark Tank, but rarely do I see someone who can negotiate and close deals like Josh Altman. Josh has earned my trust and is my realtor for life." ROBERT HERJAVEC Shark Tank "From the moment I wake up ready for battle, from gym to shower to embroidered suit, I am closing a deal. Whether on the street, in a Beverly Hills mansion, or on the sports field, the ball is in my hands, and the clock is counting down. This is what I have prepared for, and the way I've set it up from the first play. I adapt and overcome any obstacles thrown at me. It's all up to me to be a champion. If you don't want the ball in your hands, if the pressure doesn't excite you, then just put this book down and read my previous book ? It's Your Move. This book is beyond that. This is the advanced course." ?FROM THE PREFACE BY JOSH ALTMAN

Million-Dollar Negotiating Tactics from America's Top-Selling Real Estate Agent

The Altman Close

Understand and apply cutting-edge science to up your sales game In their groundbreaking book, neuroscientist Kai-Markus Mueller and sales-pro Gabriele Rehbock deliver a hands-on guide to the hidden forces that drive the outcomes of most business deals. The authors introduce the concepts of the Visible and Invisible Games and reveal the root causes of winning and losing on those two playing fields. Grounded in real-life experiences, The Invisible Game will sharpen your sales skills for superior performance in any business situation. "I have known Gabriele for decades as a fantastic corporate executive and negotiator. The Invisible Game fills a critical gap in the approach to B2B sales. As a strong believer in the authors' concept, I am amazed how they translate scientific insight into the essentials for developing successful negotiation strategies." -Patrick Firmenich, Chairman, Firmenich Group "Understanding psychological mechanisms is crucial for success in the consumer world as well as in the business-to-business context. Drawing on a unique mixture of practical experience and cutting-edge behavioral science, The Invisible Game provides sales professionals with essential and clear-cut advice on how to harness the power of those mechanisms." -Hartmut Jenner, Chief Executive Officer (CEO) and Chairman of the Board of Management, Alfred Kärcher SE &amp; Co. KG

The Secrets and the Science of Winning Minds and Winning Deals

The Invisible Game

90 Days to Level Up Series

Supercharge your selling skills in just three months with advice from one of the world's most popular sales experts In 90 Days to Level Up Your Sales Skills, bestselling author and world-renowned sales trainer and leader, Jeb Blount, delivers a groundbreaking new guide to unlocking your sales potential and reaching new professional heights. This hands-on, no-BS roadmap to sales success is perfect for anyone who's new to sales, stepping into a sales leadership role for the first time, and seasoned salespeople seeking to enhance their selling techniques. Inside you'll find: <ul> <li>Practical tasks and actionable steps in each chapter that help you realize tangible progress every week</li> <li>Techniques to build the confidence and competence you need to excel in your sales journey¿</li> <li>Transformational sales strategies, relevant to any industry, you can apply immediately in your own role</li> </ul> If you're ready to transform your career and achieve your goals in just one quarter, the 90 Days to Level Up series is for you. Whether you're brand-new to a business, stepping into a leadership role for the first time, or looking to enhance your skills, this series will be your personal guide to unlocking your potential and reaching new professional heights.¿

90 Days to Level Up Your Sales Skills

Business decisions are made with spreadsheets and logic.
...At least, that's what we tell ourselves.

BUT the science says otherwise. 
Every decision (even in B2B) is fundamentally emotional. Yet companies continue optimizing features and pricing while conversion rates barely budge, staying trapped on the deadly hamster wheel of optimization.

In Emotional Targeting, Talia Wolf shares her proven framework that's helped companies boost conversions by recognizing a simple truth: the person approving that enterprise purchase isn't just evaluating features. They're wondering if your solution will make them look smart to their boss, solve their 3am worries, or advance their career.
Inside this no-fluff playbook, you'll discover how to:

 ¿ Uncover what your customers actually care about (hint: it's not your features)
 ¿ Map emotional drivers to specific points across your customer journey
 ¿ Create experiences that feel both logical AND emotionally satisfying

With Emotional Targeting, Talia delivers a strategic, repeatable process for transforming customer touchpoints and escaping the deadly optimization hamster wheel. The result? Not just better metrics, but a product that becomes the obvious choice for the humans behind every spreadsheet.

Win hearts. Boost sales. Own the market

Emotional Targeting

The 30 Seconds Method

Autres titres sur ce thème