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, we continue with part two of my multi-part interview with Patrick Tenney, the author of Unlocking Yes and a Negotiation Strategist.

In part two of our interview, we're going to take a deeper dive into negotiation strategies.

But before we get started, let's talk about cousins and negotiations, and that is sales objections.

And I know you get them because I know you're in sales, and everybody who asks for anything is going to hear no at some point.

I have just released a brand new book called Objections, the ultimate guide to mastering the art and science of getting past no.

And I couldn't be more excited about this book because it

teaches you the frameworks that you need to get past no, along with the techniques that you need

to become rejection proof and the influence frameworks that you need to reduce resistance from

your prospects and customers in the first place. You can pick up objections right now at Amazon, Barnes & Noble, or wherever books are sold.

So go pick up objections.

I guarantee you that this is one book that will help you make more money this year.

And now here's part two of my interview with Patrick Tinney on sales negotiation strategies.

Thank you. on sales negotiation strategies. One of the things I see about negotiating is we always give these examples of these really,

really big deals.

Like, for example, I mean, the example I use all the time is I was negotiating a big deal with a Japanese firm.

And there were, I don't know, 10 people in the room.

And the negotiation lasted, you know, a month and a half.

And it was all of the, you know, the pomp and circumstance and the ritual of going through it.

And the guy was negotiated when never even talked.

I mean, he was sitting on one side of the room.

...