Episode #154: Negotiating Sales with Jeb Blount

In This Episode of The Buyer’s Mind with Jeff Shore:

Jeb Blount, author of INKED, joins Jeff to talk about the art of negotiating.  Most buyers are ready and some are even trained in the art of negotiating. That leaves sales professionals at a disadvantage.  Jeb shows how salespeople can learn and do better in negotiating by adjusting the mindset and letting the skillset follow.

Topics we’re going to cover on today’s podcast:

[1:26] Negotiating can be intimidating

[3:56] How does Jeb Blount decide what to write about?

[6:59] Getting the mindset right for negotiation

[12:10] Salespeople suck at negotiating

[22:19] Don’t negotiate until you’ve won

[27:48] Don’t negotiate until you’re prepared to win

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More about our guest Jeb Blount:

Jeb Blount is the author of ten books including Fanatical Prospecting, Objections, Sales EQ, and People Buy You. He is among the world’s most respected speakers, trainers, and thought leaders on sales, leadership, and customer experience.

As a sales acceleration specialist, he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design.

Jeb spends more than 250 days on the road each year delivering keynote speeches and training programs to high-performing teams and leaders across the globe.

Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s most well-known organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. He delivers training to thousands of participants in both public and private forums.

As a business leader, Jeb has more than 25 years of experience with Fortune 500 companies, small and midsize businesses (SMBs), and start-ups. His flagship website, SalesGravy.com, is the most visited sales-specific website on the planet.

Links from today’s podcast:

Homebridge Financial

Jeb Blount

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About the Author: Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.