This is the Sales Gravy podcast. I'm Jeb Blunt, best-selling 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.

Welcome back to sales gravy.

On this episode, we have part three of my conversation with Patrick Tenney, the author of Unlocking Yes, on sales negotiation tactics.

And in this episode, we do a deeper dive into those core tactics that will make you a more effective negotiator.

One of the big things, though, that holds salespeople back from being better and more effective negotiators is our natural fear of being rejected. And in my brand

new book objections, I teach you the keys to becoming rejection proof and building obstacle

immunity so that in those tense situations, you are able to influence and persuade other people to comply

with your request. So go right now to Amazon, Barnes & Noble, or wherever books are sold,

and pick up your copy of my brand new book objections. I guarantee that this is one book

that will help you make more money this year. Now, here is part three of my conversation with Patrick Tenney

on sales negotiation tactics.

One of the important things that I think that people are afraid to do with the environment that we're in right now is ask really hard questions around qualifying.

And that's what splits the wheat from the chaff.

Why is that so? Why are we like where does that fear come from?

And I because I love what you said because that early on qualifying, and I'm not talking about intrusive,

but that early on qualifying, that does allow you to shape the negotiation.

So why are you saying that people are afraid to ask the hard questions up front?

Well, you know what?

Again, I'm just going to say that money, we've been through a period where money has been tighter than we were used to in years past.

So things are a little bit tighter. There's more competition. There are more sellers than there have been historically because we live in a marketplace where, you know, you can have somebody dialing in from

a country that's like 4,000 miles away with a competitive bit. So there's two levels of

...