This is the sales gravy podcast.

I'm Jeb Blunt, best-selling author, fanatical prospecting sales EQ, objections, and ink,

and I'm here to help you open more doors, close bigger deals, and rock your commission check.

On this episode, we've got Victor Antonio.

And I brought Victor in to the Blue Studio at Sales Gravy headquarters to talk about the internal cell.

I got a question from one of our insiders just the other day ago.

And if you want to be a member of my insider group, all you got to do is just text me at 706-397-4599. That's 706-397-4599. You can type insider, you can type podcast, or you can just ask me a question. And if you've got a feedback on this particular podcast, or maybe you've got some ideas that you've explored, send me a note, let me know what you got going on. And if you got a question for Victor, I'll get a question to Victor. But one of the big questions is I work for a company and I

sell stuff. And then when I bring deals to the table, what happens is they tell me, well, you

didn't get enough price or your contract's not right, or you need to go do this or you need to go

this or go back to the

customer, but they're giving me a hassle, and the internal sale is so much harder than the external

cell. What's wrong with my company and what do I do about it? So I thought maybe you and I, Victor,

could talk about what do we do when the internal cell is harder than the external cell? That's a shame by itself, right? That's a shame. If you think about it, why should the internal cell be harder? Step number one is I would quit. That's what I would do. Go to another company. But if that is not an option, then we have to fix the internal cell. So I always like to take, I don't know about you, J. But I always like to take personal responsibility for me not being able to sell something. So I'm doing something wrong. Either I'm not clarifying the rule before I go out to sell so that when I do come in, I can actually sell it up the food chain. So I think I might be doing something wrong. So I would turn that question around to the person that's what are you doing before you actually come back and sell a deal? For example, if there are some margins that they have to have with pricing,

then are we getting those margins? If a product's already proven sold, then why would that be hard to come back and sell it internally? So there's something that the person is doing wrong. Yeah, I agree with that. And I think that if we step back, I think that if you think about it, if your internal sales harder than the external sale, you have a couple of choices, right? One choice is quit whining about it and just learn how to do the internal sale. Like you learn, you learn how to master, how do you get the people in your organization to accept your contracts?

You could maybe try to be positive about it and sit down with your organization, the leaders, and

say these things are really creating some roadblocks for us,

could we maybe adjust the process? Or you can quit and go find some place else to work, which

in some cases may be the option. And the company is not going to get a clue until enough

people, salespeople, good salespeople, go away and go work for the competitor that doesn't put

up such a fight. But I like what you said. Maybe you got to first go look in the

mirror. If you're, if you've got a difficult time selling your deal inside, maybe either because

you're fighting it. And so you think that you're on some sort of a mission. And trust me,

...