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.