276: Clint Babcock explains how to negotiate for success

Clint Babcock, author of NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success

Clint Babcock and Bill Ringle discuss raising your game as a negotiator for small business leaders.

>>> Visit MyQuestforTheBest.com  for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top 3 Take-Aways from this Interview

  • Deciding that you want to step up to the next level to do more business or go in a different direction is the starting point.
  • Business leaders and sales negotiators take responsibility for hitting their numbers and all other aspects of their business.
  • Consider how both you and the opposing party view the reason you’re negotiating and what each of you seek from it.

Tweet-Ready Insights from this Episode

Negotiation is a skill. The first thing you have to do improve those skills is to understand your current level. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success Click To Tweet Determine how you react to pressure situations and how you negotiate for yourself and companies. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success Click To Tweet You can't sell anybody anything-they must discover they want it. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success Click To Tweet People buy in spite of the hard sell, not because of it. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success Click To Tweet You can sometimes get away with improvising when you are dealing with an amateur or tactical negotiator. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success Click To Tweet When you spot a strategic negotiator, winging it is no longer an option. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success Click To Tweet Acknowledge what the person has just said, reassure them that the product/service/solution is going to resolve their problem, and ask a question that moves the conversation back to them. #MQ4B Ep278 with @ClintBab Click To Tweet Struggle and Redirect. This strategic redirection is a tactic; its purpose is to point the conversation in a different direction. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT Click To Tweet Concessions may mean moving away from or adding to the original position, proposal, or offer in order to move a deal forward or finalize it. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT Click To Tweet Leverage means developing positions of advantage that you can use to your benefit in a negotiation situation. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success Click To Tweet Mature salespeople notice who is outworking them, and they do something about it. #MQ4B Ep278 with Clint Babcock (@ClintBab), author of NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success Click To Tweet

Interview Insights

Read the Show Notes from this Episode

  • Clint talks about his football coach, Chuck Ballman, who taught his players about work ethic. [1:24]
  • What led him to the sales side of business. [3:23]
  • Clint discusses his experience in negotiating with a bank that was in arrears with his training company at the time. [5:46] 
  • The characteristics of the amateur, tactical, and strategic negotiator. [8:39]
  • Anyone can be a better negotiator. [12:42]
  • The drama triangle is explained and illustrated with examples. [14:30]
  • How to become a strategic negotiator. [19:01]
  • Clint shares his experience with giving concessions to the other party. [23:58]
  • How to plan for competitive negotiations and cooperative negotiations. [27:48]
  • Building trust and relationships in business. [29:30]
  • My Quest for the Best Lightning Round begins [32:18]

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Expert Bio

With over 25 years of sales, leadership, and negotiation experience, Clint Babcock has worked with senior executives at companies in a wide range of industries to help them strategically build their sales forces. He has a degree in finance from the University of Central Florida and takes pride in keeping himself, his clients, and his student’s numbers focused. He works with business owners and sales teams in various industries such as technology, manufacturing, professional services, financial, medical, and non-profit. Because of his involvement with sales teams and companies that were always struggling to find good salespeople, in 2006 he started ImproveU sales and management recruiting services. He’s been involved in sales at various levels as he served as Vice President of National Sales, General Manager, and Sales Manager in the Eastern United States for a technology training and soft skills education organization. 

A Sandler-certified trainer, he has helped hundreds of sales teams and thousands of salespeople to improve performance and retain margin. Babcock’s career background includes top performances in sales, negotiating, business development, operations, and training and development. Clint Babcock has directed, hired, and trained inside and outside sales teams for small, medium, and Fortune 500 companies.


Contact Info for Clint Babcock

Web address: http://www.jmarshall.sandler.com/

Travels from: New Port Richey, Florida

Social Media Links

Books Authored by Clint

Resources Mentioned During the Interview

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