INKED

Index

Page numbers followed by f or t refer to figures and tables, respectively.

A

• Account (term), 7
• ACED communication styles, 208–209, 208f
  • Analyzer, 209–210
  • Consensus Builder, 210–211
  • Director, 212–213
  • Energizer, 211–212
• Acknowledge, in PAIS Framework, 51, 52
• Action(s):
  • control of, 139, 295
  • in TEA investment, 106
• Active listening, 228
• Adaptability, 29
• Advocates, 73, 74
• Agility, 29
• Agnostics, 73–74, 78
• Agreement, locking down, 288–290. See also Alignment stage (DEAL framework)
• Ali, Muhammed, 44
• Alignment:
  • of both parties' thinking, 204
  • of buying process, sales process, and decision process, 70
  • of buying process to sales process, 84–91
  • of decision making and social proof, 77–80
  • using leverage to gain, 83–84
• Alignment stage (DEAL framework), 269–285
  • anchoring in, 275–284
  • Give-Take Playlist in, 271–273, 272f
  • pattern painting in, 273–275
  • power of silence in, 284
  • Sales Negotiation Map in, 270–271, 271f
  • take-aways in, 284–285
• Alternatives. See also Best Alternative to a Negotiated Agreement (BATNA)
  • anticipation of, 106–108
  • of buyers vs. of salespeople, 15
  • of doing nothing/no decision, 73, 101, 118–119
  • eliminating, 28, 103, 107, 108
  • increasing, 102–103
  • and level of motivation, 67–68
  • neutralizing, 28, 76, 103, 107
  • power derived from having, 95
  • revealed by stakeholders in conversation, 71
• Amplifiers, in BASIC stakeholder mapping, 71f, 72–73
• Amygdala, 158
• Analyzer communication style, 209–210, 214–215
• Anchoring, 275–284
  • diffusing anchors, 276–284
  • Sales Negotiation Map in,