Episode Details

Click to send R.B. thoughts on this episode

The deal doesn’t get won when the opportunity shows up. It gets won in the fight.

In this episode of Finding Your Innergator, RB Wright breaks down Phase Four of the Whale Hunting series: The Fight. Using the analogy of battling a big fish offshore, RB explains what really happens after the strike—and why this is where most people lose.

In business and sales, the fight is negotiation. It’s the moment where objections, questions, hesitation, and resistance show up. And how you handle that moment determines whether you win… or lose the deal.

This episode teaches you how to manage that process with control, clarity, and discipline.

What You’ll Learn

• Why the “strike” is just the beginning—not the win
• How negotiation mirrors the push and pull of fighting a fish
• The concept of controlled tension and why it matters
• How to handle objections without forcing or backing off
• Why top performers stay composed when pressure shows up

Key Takeaways

• “The fight is where deals are won.”
• “Objections are not rejection—they are requests for more information.”
• “If you push too hard, you lose them. If you back off too much, you lose them.”
• “Controlled tension keeps you in the conversation.”

Objections vs Conditions
RB breaks down one of the most important distinctions in negotiation: the difference between objections and conditions. Objections are questions that can be worked through. Conditions are non-negotiable. Knowing the difference is what separates professionals from amateurs.

Your Challenge This Week
When you face pushback, don’t panic. Stay in the conversation. Ask better questions. Listen more. Manage the tension. Because winning doesn’t happen before the resistance—it happens in it.

What’s Next
Next episode in the Whale Hunting series: Landing the Fish—closing the deal and finishing what you started.

If this episode helped you, share it with someone who needs to learn how to stay in the fight and win it.