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Episode 35: Mastering Sales and Negotiation Skills - Julia Ewart
In today’s episode of Empathy at the Table, we are talking with Julia Ewart, a sales strategist and negotiation expert whose impact in the industry has been both rapid and impressive. Julia shares her insights on moving beyond traditional sales tactics and offers a framework for approaching negotiation with empathy, trust, and clear communication.
Julia’s Infinite Sales System helps her clients create repeatable, relationship-based sales and negotiation processes that build trust, prevent sales inconsistencies, and focus on qualified prospects. From her approach to overcoming the fear of failure, to her surprising view on why emotions should be a part of every negotiation, Julia’s advice challenges typical “hard-nosed” negotiation techniques and instead brings a fresh perspective that empowers both sides.
Key Topics:
Sales vs. Negotiation: Julia breaks down the difference between sales as a transaction and negotiation as a collaborative journey. She offers practical ways to shift focus from “me” to “us” for more effective, long-term outcomes.Building Trust and Intimacy in Sales: Julia explains why creating a real connection, or “intimacy,” with clients is a game-changer. Whether it's a shared interest or mutual understanding, people buy from people they like—and they negotiate better with them too.
Removing the Fear of Failure: Drawing on her background in gymnastics, Julia shares how learning to “fall without injury” has shaped her approach to negotiation. Embracing every interaction as practice is essential to improving your skills over time.
Power of Process over Personality: Julia’s philosophy is clear: you don’t need to be an extroverted salesperson to succeed. Her process-focused approach to negotiation gives everyone the tools to feel confident and create results.
Book Highlight – From Pitch to Profit: Julia’s book lays out her Infinite Sales System, a step-by-step guide to building and customising a sales strategy that focuses on qualifying leads, converting deals, and ensuring follow-up. Whether you’re an introvert or extrovert, Julia’s method creates a pathway to consistent results.
Special Insights & Key Takeaways:Always Book the Next Meeting: Instead of closing out a call or meeting with a “nice to chat,” get the next meeting on the calendar. This small step is key to maintaining momentum and demonstrating commitment.
Hope is NOT a Strategy: Julia’s approach replaces hope with a concrete plan that builds predictability into your sales pipeline. Stop hoping for sales and start creating intentional pathways to them.
Trust and Empathy Matter: Negotiation isn’t just about leverage. Empathy, active listening, and building a safe environment can turn a negotiation into a positive, trust-building conversation.
Connect with Julia:
LinkedIn: Julia Ewart
Website: www.juliaewart.com
Book: From Pitch to Profit (Available now on Amazon)
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In today’s episode of Empathy at the Table, we are talking with Julia Ewart, a sales strategist and negotiation expert whose impact in the industry has been both rapid and impressive. Julia shares her insights on moving beyond traditional sales tactics and offers a framework for approaching negotiation with empathy, trust, and clear communication.
Julia’s Infinite Sales System helps her clients create repeatable, relationship-based sales and negotiation processes that build trust, prevent sales inconsistencies, and focus on qualified prospects. From her approach to overcoming the fear of failure, to her surprising view on why emotions should be a part of every negotiation, Julia’s advice challenges typical “hard-nosed” negotiation techniques and instead brings a fresh perspective that empowers both sides.
Key Topics:
Sales vs. Negotiation: Julia breaks down the difference between sales as a transaction and negotiation as a collaborative journey. She offers practical ways to shift focus from “me” to “us” for more effective, long-term outcomes.Building Trust and Intimacy in Sales: Julia explains why creating a real connection, or “intimacy,” with clients is a game-changer. Whether it's a shared interest or mutual understanding, people buy from people they like—and they negotiate better with them too.
Removing the Fear of Failure: Drawing on her background in gymnastics, Julia shares how learning to “fall without injury” has shaped her approach to negotiation. Embracing every interaction as practice is essential to improving your skills over time.
Power of Process over Personality: Julia’s philosophy is clear: you don’t need to be an extroverted salesperson to succeed. Her process-focused approach to negotiation gives everyone the tools to feel confident and create results.
Book Highlight – From Pitch to Profit: Julia’s book lays out her Infinite Sales System, a step-by-step guide to building and customising a sales strategy that focuses on qualifying leads, converting deals, and ensuring follow-up. Whether you’re an introvert or extrovert, Julia’s method creates a pathway to consistent results.
Special Insights & Key Takeaways:Always Book the Next Meeting: Instead of closing out a call or meeting with a “nice to chat,” get the next meeting on the calendar. This small step is key to maintaining momentum and demonstrating commitment.
Hope is NOT a Strategy: Julia’s approach replaces hope with a concrete plan that builds predictability into your sales pipeline. Stop hoping for sales and start creating intentional pathways to them.
Trust and Empathy Matter: Negotiation isn’t just about leverage. Empathy, active listening, and building a safe environment can turn a negotiation into a positive, trust-building conversation.
Connect with Julia:
LinkedIn: Julia Ewart
Website: www.juliaewart.com
Book: From Pitch to Profit (Available now on Amazon)