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Don't Close Another Deal Without Asking This Question
GROWTH PILLAR: Leadership & Ops
WHO THIS IS FOR: SMB owners / Solopreneurs / Corporate escapees / Leaders building systems
WHAT THEY'LL GAIN: Actionable insights on preparing for negotiations, reading body language, managing emotions at the table, and using elicitation to gather information without interrogating.
Most small business owners lose deals before they ever talk price.
Joseph McGuire has spent decades teaching leaders how to read the human side of a negotiation. He joins East Trade Winds to share what SMBs get wrong when they sell into larger organizations — and what to do instead.
Joseph walks through preparation, internal alignment, and the role of curiosity. He shares the Camp David story where one photograph broke a deadlock. He explains why "why" questions put people on the defensive, and how elicitation gets you better information without pressure. He covers the small body language signals that reveal what people are not saying — turtling, staring, rapid blinking, and the small muscle between the eyebrows.
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Disclaimer: Please note that the East Trade Winds podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.
It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.
It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life.
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By Bernie FranzgroteGROWTH PILLAR: Leadership & Ops
WHO THIS IS FOR: SMB owners / Solopreneurs / Corporate escapees / Leaders building systems
WHAT THEY'LL GAIN: Actionable insights on preparing for negotiations, reading body language, managing emotions at the table, and using elicitation to gather information without interrogating.
Most small business owners lose deals before they ever talk price.
Joseph McGuire has spent decades teaching leaders how to read the human side of a negotiation. He joins East Trade Winds to share what SMBs get wrong when they sell into larger organizations — and what to do instead.
Joseph walks through preparation, internal alignment, and the role of curiosity. He shares the Camp David story where one photograph broke a deadlock. He explains why "why" questions put people on the defensive, and how elicitation gets you better information without pressure. He covers the small body language signals that reveal what people are not saying — turtling, staring, rapid blinking, and the small muscle between the eyebrows.
Key topics:
Guest links:
Sponsors mentioned:
Next steps:
Disclaimer: Please note that the East Trade Winds podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.
It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.
It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life.