Beware of Selling on Autopilot Here's what happens over time: as you begin to learn your product, and begin to learn what the customer's going to say and ask, you stop listening. Many salespeople, when they're just starting out, hit…
Forget About Win-Win in Sales Negotiations and Start Playing to Win For far too many salespeople, win-win negotiation is a convenient excuse to justify why they gave the other side their maximum discount without a fight. People, especially salespeople and…
Negotiation starts with increasing the size of the pie. To negotiate effectively you have to make the pie as big as possible. Countless. That’s exactly how many times I have been told by sales managers, sales leaders, and entrepreneurs that…
Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s…
Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. A few years back, my wife and I bought our dream home. It was on a stretch of farmland—exactly what we’d always wanted.…
Negotiation is a fundamental part of being a sales professional. No matter who you are and what you sell, you are going to be required to negotiate with buyers. Every author of every book on negotiating is quick to point…
In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations.
Red Herrings derail sales calls and cause you to lose control when not handled effectively. On this podcast, Jeb Blount teaches you why you should avoid chasing red herring objections at all costs.
In part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount and Patrick Tinney help you become a more effective negotiator.
Jeb Blount and Patrick Tinney continue their conversation on sales negotiation and examine specific sales negotiation techniques and tactics.
In Part Two of Unlocking Yes, Jeb Blount and Patrick Tinney dive deeper into strategies that will help you become a better, more effective negotiator.
Every sales professional must negotiate at some point in the sales process. This is Part One of a conversation with Patrick Tinney, negotiation expert and author of Unlocking Yes.