7 Rules of Sales Negotiations
Sales Gravy: Jeb Blount
Jeb Blount
4.7 • 588 Ratings
🗓️ 23 December 2019
⏱️ 6 minutes
🧾️ Download transcript
Summary
In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations.
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Transcript
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| 0:00.0 | This is the sales gravy podcast. |
| 0:04.0 | I'm Jeb Blunt, best-selling author of fanatical prospecting and sales EQ, and I'm here to help you open more doors, close bigger deals, and rock your commission check. |
| 0:18.7 | I've got some great news for you. |
| 0:21.3 | My brand new book Objections is out on audiobook, and you can pick it up at Audible, iTunes, Google Play, or wherever you listen to audiobooks. |
| 0:30.8 | There are a few one-size-fits-all solutions in sales, and negotiation is no exception. |
| 0:41.2 | Negotiation in complex sales is far different from transactional one call close haggling. Negotiating with a stakeholder who works for a business is different |
| 0:47.3 | from negotiating directly with a business owner. B2B negotiation is different from B to C and working |
| 0:53.3 | with individual consumers. And likewise, negotiating over physical products is different from B to C and working with individual consumers, and likewise, |
| 0:55.5 | negotiating over physical products is different than negotiating for intangible services |
| 1:00.1 | and subscription-based products. Yet as a sales professional, what is certain is no matter your |
| 1:06.1 | industry, product, service, or the complexity of your sale, you are going to have to |
| 1:10.6 | negotiate with stakeholders. And of your sale, you are going to have to negotiate with |
| 1:11.3 | stakeholders. And though context matters, there are seven rules of sales negotiation that apply to |
| 1:18.2 | all salespeople. Rule number one, win first, then negotiate. This is the number one rule for |
| 1:25.7 | sales negotiation and the rule that most salespeople violate |
| 1:29.1 | consistently. Getting the timing wrong with negotiation weakens your power position and your |
| 1:34.8 | leverage. You should avoid negotiating until your stakeholders have named you the vendor of choice. |
| 1:41.1 | Prior to that point, you were dealing with price objections, bidding against your competitors, |
| 1:45.7 | and negotiating with yourself. Rule number two, never give your leverage away for free. |
| 1:52.3 | Leverage is power in negotiations. And sadly, salespeople have a bad habit of giving away their |
| 1:58.3 | leverage and getting nothing in return. When you give concessions, |
| 2:02.8 | you must always, always get something back in return. Never give your leverage away for free. |
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