{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Why Emotional Control is Imperative in a Negotiation with Jeb Blount, Ep #204","description":"Emotional control in the negotiation process is difficult to master. It\u2019s partly because as a species we are ruled by emotion. It\u2019s difficult to take a step back and let go of the different influences on the negotiation and focus on the facts. In this episode of Sales Reinvented, Jeb Blount shares his take on emotional control in negotiation and why it\u2019s so important to the process. Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He\u2019s a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the Sales Gravy Podcast. This episode is packed with information you can use to become a better negotiator\u2014don\u2019t miss it! Outline of This Episode [1:01] Jeb\u2019s definition of negotiation [2:04] Negotiation is the precursor to profit [3:10] Salespeople find negotiation uncomfortable [5:20] The rules Jeb follows in the negotiation process [10:01] Emotional control and other important attributes [13:16] The MLP Strategy (motivation, leverage, and power) [17:18] Important negotiation dos and don\u2019ts [20:34] Jeb\u2019s eye-opening negotiation story Negotiation isn\u2019t an inherent part of western culture Negotiation is essentially emotionally controlled conflict. Jeb points out that because it\u2019s inherently conflict, it\u2019s difficult for people in western economies to engage in. Negotiation isn\u2019t an everyday facet of our lives like it is in some Eastern cultures, such as India. If you\u2019re in the UK, US, or Canada you don\u2019t negotiate\u2014you pay the price.  Because negotiating isn\u2019t a part of our everyday existence, we aren\u2019t good at it nor do we like it. There\u2019s a lot of stigma surrounding negotiating. In some instances, if you attempt to haggle or negotiate a price it\u2019s met with contempt and an upturned nose\u2014leaving you embarrassed. When it isn\u2019t a cultural norm, it can feel uncomfortable. It can feel like rejection. It feels like a zero-sum game with distinct winners and losers.  Unfortunately, most salespeople aren\u2019t properly trained how to negotiate. If they are, they\u2019re trained by someone who typically doesn\u2019t have sales experience. On the flip side, most procurement people are professionally trained negotiators who know what they\u2019re doing and take advantage of that fact.  Three rules for the negotiation process Jeb embraces a few rules as part of his negotiation process:  Rule #1: Don\u2019t negotiate until you\u2019ve already won the deal. Until you\u2019re selected as the vendor of choice, don\u2019t attempt to negotiate\u2014or you\u2019re just negotiating with yourself. Rule #2: Leverage the negotiation triangle. Make sure you develop a great relationship with someone in the stakeholder group. Once they select you, you\u2019re typically shoved off to procurement who want to lower your prices. It\u2019s nice to have a stakeholder to reach out to if it seems you\u2019re at an impasse. Rule #3: Incorporate a give-take playlist. Jeb points out that you should never give without taking something in return. He emphasizes that \u201cI want to be able to give things to the buyer that are low-value to me but high-value to the buyer while I take things away from the buyer that are high-value to them.\u201d The more you take, the more painful the negotiation process becomes\u2014thereby compelling them to stop negotiating and align on a deal. A salesperson must master emotional control Jeb believes that emotional control is paramount to your success: \u201cDon't negotiate when you're hungry. Don't negotiate when you're tired. Don't negotiate when you're worn out. Because when you're in those positions, you're more likely to give things away that you don't have to...When you're worn out, there's a limit to your willpower, your emotional control, and discipline.\u201d He notes that if you\u2019re not in a position where you can exercise full emotional control, do everything possible to reschedule the negotiation so you don\u2019t get into a situation where you're giving away the upper hand to the buyer. Jeb goes on to share a negotiation strategy that he teaches in his book: The MLP strategy (Motivation, Leverage, and Power). He also shares some powerful negotiation dos and don\u2019ts. To learn more about how he leverages these in a negotiation, keep listening! A story about the power of emotional control and relationships Jeb\u2019s company had spent six months going through a discovery phase with a prospect they had worked with in the past. But the deal they were working on was the largest yet. They had reached the final proposal and were selected as the vendor of choice. So the stakeholder group sent them off to procurement to nail down contracts. Their counterparties procurement team sent them a letter stating that they had found other businesses that can do what Jeb\u2019s company was offering\u2014but at a better price. Jeb\u2019s saleswoman read that letter and lost all emotional control, worried they were going to lose the deal. She was poised and ready to concede and lower their pricing to save the deal. But Jeb knew it was a negotiation tactic and responded accordingly. He let them know that they\u2019d be happy to lower the price to fit the budget, but that something would have to be removed from the deal to do so.  They came back to the table and quibbled over details for three solid months. The executive team was being pressured by the upper-management to wrap things up because they were now way behind schedule. Jeb received a call from the executive sponsor trying to figure out what the hold-up was. Jeb filled him in and told him that procurement had stalled the process.  So the executive sponsor made a call to the Senior Vice President. The VP then called procurement. 24 hours later, they received their original contract, signed and ready to move forward. Jeb\u2019s emotional control and relationship-building strategy won them the deal.  This episode is PACKED with useful resources from a top sales negotiator. Listen to the whole episode to take advantage of his vast knowledge and expertise.  Resources & People Mentioned The Sales Gravy Podcast Jeb\u2019s Book: INKED Connect with Jeb Blount Jeb\u2019s Website Connect on LinkedIn Follow on Twitter Watch on YouTube Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https:\/\/www.podcastfasttrack.com ","author_name":"Sales Reinvented","author_url":"http:\/\/salesreinvented.com","html":"