If you don’t know how to negotiate, you won’t make a profit, right? You’ll just be giving things away. If you don’t negotiate well, you’re 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—don’t miss it!

Paul Watts is a sales performance coach with over 20 years of sales experience. He also runs a podcast called Sales 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. 

Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: INKED: 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 Sales Gravy Podcast. 

Outline of This Episode

• [0:33] Episode swap with Sales Reinvented
• [1:43] Who is Jeb Blount?
• [2:26] Jeb’s 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’ts
• [21:55] Jeb’s eye-opening negotiation story

Resources & People Mentioned

• The Sales Gravy Podcast
• Jeb’s Book: INKED

Connect with Paul Watts

• Connect on LinkedIn
• Follow on Twitter
• The Sales Reinvented Podcast

Connect with Jeb Blount

• Jeb’s Website
• Connect on LinkedIn
• Follow on Twitter
• Watch on YouTube

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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