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Jeb Blount Shares How To Use MLP to Negotiate Better Sales

Shrink your ego to grow your marketshare

Click here to download the episode. 


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