Welcome to another episode of The Savvy Scribe Podcast! Today, I am joined by Glenn Poulos, a top voice on LinkedIn and a seasoned sales expert with over 40 years of experience. Glenn shares insights from his career and his book Never Sit in the Lobby, offering practical and actionable tips to help freelance writers and business owners master the art of sales and negotiation.

What You’ll Learn in This Episode About Proposal and Negotiation Strategies

In this episode, Glenn dives into his decades-long sales journey and provides freelance writers with proven techniques to confidently approach proposal negotiations and client communications. He emphasizes the importance of showing up—whether in person or on camera—and creating meaningful connections.

Key Takeaways

Sales wisdom from the field: Glenn shares his journey from working in the Canadian government to building and selling two successful tech companies—and what he learned about sales along the way.
Why face-to-face still matters: Whether physically or virtually, being present with clients builds trust and improves outcomes.
Top tips from Never Sit in the Lobby:

> Never sit in the lobby: Be ready, be present, and make an impression.

> Have something in your hand and something in your heart: Always bring value to the conversation—literally and figuratively.

> Always ask for a mini tour: Go beyond the surface to learn more about your client’s needs.

> Never forget a face: Remembering names and faces builds rapport and social proof.

Negotiation tips for freelancers:

> Know your non-negotiables and walk-away points.

> Silence is a powerful tool—don’t talk yourself into a discount.

> Understand the chain of decision-makers—start high and get referred down.

> “Freed

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