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Jeb Blount Shares How To Use MLP to Negotiate Better Sales

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Shrink your ego to grow your marketshare

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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"
How to handle requests for proposals to make every sale.
  • 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 marketshare
  • Still sell like a professional and build relationships

Eat This To Sell More

Keep your customers and grab marketshare."
  • Find a way to grab marketshare
  • 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, more open
  • "Nobody answers a phone that doesn't ring."
  • Leave a good voicemail
How to tell if you're about to make a really bad prospecting call
  • 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