Jeb Blount Shares How To Use MLP to Negotiate Better Sales

Shrink your ego to grow your market share

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Sales Tips you’ll learn today on The Sales Podcast…

• No cheesy tactics

• How to negotiate like a professional

• Buyers have more power because they have more alternatives

• MLP: Motivation, Leverage, Power

• Motivation and Leverage are diametrically opposed

• Leverage is important when you’re the weaker party

• How to handle “send me a proposal”

• Motivation on the sales side

• Sell like you don’t have to sell

• Prospect so you have a full pipeline

• Play offense in tough times

• Go take market share

• Still sell like a professional and build relationships

• Find a way to grab market share

• Keep your own customers

• Protect your turf

• Don’t let your egos get in the way

• Jeb’s team is on the phone regularly, and they are reaching people

• Conversations are longer, more robust, and more open

• “Nobody answers a phone that doesn’t ring.”

• Leave a good voicemail

• Multi-media, multi-step, including text

• Change up your offers

• These are not normal times, so adjust your prospecting efforts, including your script

• “I’m an extra set of hands, how can I help you?”

• Nuance and empathy go a long way

• Listen to what they’re saying and how they’re saying it

• Spend your salary, save your commission check

Links Mentioned In The Sales Podcast

• Visit the “Inked” bonus page

• Buy his book, “INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal