Episode Thumbnail
Episode 203  |  30:40 min

Motivation, Leverage, and Power

Episode Thumbnail
Episode 203  |  30:40 min  |  03.15.2021

Motivation, Leverage, and Power

00:00
00:00
This is a podcast episode titled, Motivation, Leverage, and Power. The summary for this episode is: <p>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!</p><p>Paul Watts is a sales performance coach with over 20 years of sales experience. He also runs a podcast called&nbsp;<a href="https://salesreinvented.com/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);"><em>Sales Reinvented</em></a>. 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.&nbsp;</p><p>Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned:&nbsp;<a href="https://www.amazon.com/INKED-Ultimate-Powerful-Closing-Negotiation/dp/1119540518" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal</a>. Jeb is a world-renowned keynote speaker and the host of the&nbsp;<a href="https://salesgravy.com/podcasts/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Sales Gravy Podcast.</a>&nbsp;</p><h2>Outline of This Episode</h2><ul><li>[0:33] Episode swap with Sales Reinvented</li><li>[1:43] Who is Jeb Blount?</li><li>[2:26] Jeb’s definition of negotiation</li><li>[3:27] Negotiation = the precursor to profit</li><li>[4:35] Why salespeople find negotiation uncomfortable</li><li>[6:44] How Jeb prepares for a high-stakes negotiation</li><li>[11:23] Emotional discipline is paramount to success</li><li>[14:40] The MLP Strategy (motivation, leverage, and power)</li><li>[18:38] Important negotiation dos and don’ts</li><li>[21:55] Jeb’s eye-opening negotiation story</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://salesgravy.com/podcasts/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">The Sales Gravy Podcast</a></li><li>Jeb’s Book:&nbsp;<a href="https://www.amazon.com/INKED-Ultimate-Powerful-Closing-Negotiation/dp/1119540518" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">INKED</a></li></ul><h2>Connect with Paul Watts</h2><ul><li>Connect on&nbsp;<a href="https://www.linkedin.com/company/sales-reinvented/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">LinkedIn</a></li><li>Follow on&nbsp;<a href="https://twitter.com/salesreinvented" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Twitter</a></li><li><a href="https://salesreinvented.com/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">The Sales Reinvented Podcast</a></li></ul><h2>Connect with Jeb Blount</h2><ul><li>Jeb’s&nbsp;<a href="https://jebblount.com/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Website</a></li><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/jebblount/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">LinkedIn</a></li><li>Follow on&nbsp;<a href="https://twitter.com/SalesGravy" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Twitter</a></li><li>Watch on&nbsp;<a href="https://www.youtube.com/channel/UCUVoyyL3KRtiXFXdcWwN8bA" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">YouTube</a></li></ul><h2>Connect With Mark</h2><ul><li>Follow Negotiations Ninja on Twitter:&nbsp;<a href="https://twitter.com/NegotiationPod" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">@NegotiationPod</a></li><li>Connect with Mark&nbsp;<a href="https://www.linkedin.com/in/markraffan/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">on LinkedIn</a></li><li>Follow Negotiations Ninja&nbsp;<a href="https://www.linkedin.com/company/negotiations-ninja-podcast" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">on LinkedIn</a></li><li>Connect on Instagram:&nbsp;<a href="https://www.instagram.com/negotiationpod/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">@NegotiationPod</a></li></ul><p><a href="https://plinkhq.com/i/1300435924" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);"><strong>Subscribe to Negotiations Ninja</strong></a></p>
Guest Thumbnail

Paul Watts

|Sales Performance Coach + Podcast Host
Guest Thumbnail

Jeb Blount

|CEO of Sales Gravy + Podcast Host