This is the sales gravy podcast. I'm Jeb Blunt, best-selling author of fanatical

prospecting sales EQ, objections, and inked, and I'm here to help you fill up your pipeline,

close bigger deals, and rock your commission check.

On this episode, I continue my conversation with Matthew Pollard on why introverts can sell.

And Matthew and I talk about a technique that will help you make better choices in emotional moments called the this or that technique.

Before we get started, though, if you are an introvert and you struggle with negotiation, you're going to want to go get my brand new book called Inc.

Inc.

Inc. is the ultimate guide to sales negotiation, and it will give you all the tools that you need to confidently approach the sales negotiation table and win with today's savvy buyers.

You can pick up Inked right now at Amazon, Barnes & Noble, Google Play, iTunes,

or wherever books are sold. Now here's my conversation with Matthew Pollard, author of The

Interverts Edge, on the This or That Technique. Influence is derived from what you hear, not what you say.

And so the gift of gad doesn't mean anything.

Talking people into things doesn't mean anything.

People don't even care about what you're talking about.

You've seen this happen over and over and over again. I booked a speech the the day ago because a guy calls me up and he says, how much does it cost for you to do blah? And I said, I said, I, you know, let's let me ask you a couple of questions because I'm not sure I'm a fit for you, just using that process. And he worked for a nonprofit. And I said, why, why do you work with this nonprofit? Like, what was your

passion in doing that? The guy talks for 45 minutes. And at the end of the call, he says, I have this

much, will you take it? The difference in that was I shut up and listen. Now, I have to step on my

tongue because I'm, you know, I've got that outcome driven, you know, transactional nature. So I have to step on my tongue because I'm, you know, I've got that outcome-driven,

you know, transactional nature. So I have to let it come to me. But I understand that because

that's human nature. I understand that when he's talking, he's getting this dopamine drip into

the pleasure center of his brain. It makes him like me more. It creates a deep emotional

connection system. All of this is system.

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