Motivation, Leverage, and Power

Published: March 15, 2021, 9 a.m.

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If you don\\u2019t know how to negotiate, you won\\u2019t make a profit, right? You\\u2019ll just be giving things away. If you don\\u2019t negotiate well, you\\u2019re essentially giving away your paycheck and company profit. But because the western world is so unaccustomed to negotiating every single day, they struggle to close. In this special episode swap, Paul Watts has a conversation with Jeb Blount about crafting a powerful negotiation strategy. This episode is packed with information you can use to become a better negotiator\\u2014don\\u2019t miss it!

Paul Watts is a sales performance coach with over 20 years of sales experience. He also runs a podcast called\\xa0Sales Reinvented. His mission is to change the negative perception of salespeople with a vision to create a world where selling is a profession to be proud of.\\xa0

Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He\\u2019s a best-selling author and most recently penned:\\xa0INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the\\xa0Sales Gravy Podcast.\\xa0

Outline of This Episode

  • [0:33] Episode swap with Sales Reinvented
  • [1:43] Who is Jeb Blount?
  • [2:26] Jeb\\u2019s definition of negotiation
  • [3:27] Negotiation = the precursor to profit
  • [4:35] Why salespeople find negotiation uncomfortable
  • [6:44] How Jeb prepares for a high-stakes negotiation
  • [11:23] Emotional discipline is paramount to success
  • [14:40] The MLP Strategy (motivation, leverage, and power)
  • [18:38] Important negotiation dos and don\\u2019ts
  • [21:55] Jeb\\u2019s eye-opening negotiation story

Resources & People Mentioned

Connect with Paul Watts

Connect with Jeb Blount

Connect With Mark

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