This is the sales gravy podcast.

I'm Jeb Blunt, bestselling 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.

On this episode, I continue my conversation with Patrick Tenney, author of Unlocking Yes, on sales negotiation strategies and tactics.

This is an important conversation because every salesperson must negotiate at some point during the sales process.

Before we get started, though, I'm so excited to tell you

about my brand new book, Objections, the ultimate guide to mastering the art and science of getting

past no. Objections has already become a number one bestseller, and this is a book that will

transform your career, because it will give you the frameworks that you need to effectively get past no when you ask buyers to comply with your requests. You can get objections right now at Amazon, Barnes & Noble, or wherever books are sold. Don't wait and don't hesitate. Go right now and pick up objections. This is one book that I guarantee will make you more money this year.

Now, here's part four of my conversation with Patrick Tenney on sales negotiation strategies and tactics.

You know, one of the things that strikes me about great negotiations, great partnerships, is that both sides can be competitive within the negotiation, but everybody feels good when they leave the table.

Never go into a negotiation without at least, it depends on how important the negotiation

is, but the industry refers to it as a bat, a B-A-T-N-A, best alternative to a negotiated agreement.

All I'm going to say about that is its backup plans.

So if you push everything up on the table, you got nowhere to go.

There was a, I've got a relative who owned a car dealership. And I asked him one time, I said, what is the best piece of negotiation advice you'd ever received in your life? And he paused and he said, oh, yeah. He says, Pat, I remember it well. It was a giant in our business. And he used to say, when you're negotiating, he says, always negotiate as

though you're feeling like you're negotiating in a round room so that you can always back up

somewhere.

And by that, I mean, he was trying to say, there's always something that I can reach into

my back pocket with an ad.

And it could be, now let me throw some other things at you.

You buy licenses, you buy research, You have storage. You talked about timing. What about size and quality? And it goes on and on and on. See, it's not all about price. And by the way, like I've negotiated printing deals where I've said to the people involved, print the stuff at 3 o'clock in the morning. I don't care. Match it up with other stuff that's running at the same time. Get the greatest amount of efficiency that you can get out of this deal, but here's the price that I need you to come in at in order to make this work really well. And they go, oh, you're that flexible. I go, yeah, we just want to get it out of the door they go wow i can do that

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