This is the sales gravy podcast. I'm Jeb Blunt, bestselling 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.

Welcome back. This is the last episode in our series on why introverts can sell.

And on this episode, we reveal the secret superpower that introverts have that often makes them better salespeople than extroverts.

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And now the final episode of why introverts can sell.

Rule number seven is this. In every sales conversation, it is the person that exerts the greatest amount of emotional control that has the highest probability of getting the outcome

that they desire. You kind of explained it with that customer story that you had. When you had

that phone call, the first thing that

happened is he asked how much it was. Your resilience caused you to take a step back and reframe

that to, if I don't do it this way, he's going to say a price. And if it's not the price tag

that I want, then he's going to then go away. So it was your resilience to what happened, because that could have been confronting. I've worked with other speakers that literally would get a phone call and say, you know, will you do it for this much? And he'd be like, how dare you think I'm going to work for such a low amount of money? You know, haven't you seen my profile? Why would you do that to me? It wasn't about that. That was all the money

that they had and they wanted to spend everything that they had on him, except he didn't see it that

way. And the adherence to the system, which is trust the system. So emotionally regulate.

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