Sales Reinvented podcast

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추가했습니다 nine 년 전

Paul Watts에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Paul Watts 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

Tinfoil Swans

1
Matthew Lillard and the Glorious Dorito Salad 43:18

18일 전43:18

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43:18

You have a favorite Matthew Lillard film or TV performance. It might be SLC Punk , the Scream franchise, Scooby Doo , Hackers , She's All That , Twin Peaks: The Return , or the new Stephen King and Mike Flanagan movie The Life of Chuck . He's been working in Hollywood for over 30 years, and has a reputation for being kind to fans. But connecting with people is exactly why he got into acting as a kid — the community that comes from putting on a play together and hashing it all out at the diner afterward. It's what drew him to Dungeons & Dragons, and then a spirits company celebrating fantasy and horror fandoms. Lillard joined Tinfoil Swans to talk about growing up not fitting in, the thrill of finding your people, the punk rock high school movie he directed, his wedding cheese wheel, and so much more. For more info visit: foodandwine.com/tinfoilswans Learn more about your ad choices. Visit podcastchoices.com/adchoices…

Sales Reinvented

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We at Sales Reinvented are on a mission to change the negative perception of selling. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.

108 에피소드

#Business #Marketing #Paul Watts #Careers #Sales Planning

Sales Reinvented

20 subscribers

updated 3일 전

시리즈 홈•Feed

108 에피소드

#Business #Marketing #Paul Watts #Careers #Sales Planning

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Sales Reinvented

1
Top Negotiation Tactics Sales Pros Need to Stop Overlooking, with Mark Raffan Ep #459 28:22

3일 전28:22

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28:22

Welcome back to the Sales Reinvented podcast! In this episode, I’m joined by globally recognized negotiation expert Mark Raffan, founder of Negotiations Ninja and author of "Nine Secrets to Win Deals and Influence Stakeholders." Mark is known for his straightforward, actionable insights that drive real results. Our conversation unravels the often-misunderstood differences between negotiation strategy and tactics and explores how they can work together to produce winning outcomes in high-stakes deals. Mark shares his tried-and-tested techniques for planning, stakeholder mapping, and using both collaborative and competitive approaches. He also reveals his top negotiation dos and don’ts and provides a great real-world example of turning a stalled deal into a win through smart strategy and tactical moves. To learn more about how to better prepare for complex negotiations and counter aggressive buyer tactics, tune into this episode—it’s packed with the kind of practical advice you won’t want to miss. Outline of This Episode [05:38] Stay silent after asking a question in negotiations for effective results, wait for the counterparty to respond without interjecting [07:33] Ask for specific returns, avoid open-ended requests, and clarify what happens if your request is denied [12:19] Explore various negotiation strategies and adapt them to each situation for the best outcome [16:26] Take-it-or-leave-it offers are often bluffs to hasten negotiation—respond by exploring flexibility calmly [17:28] Walk away if negotiation needs aren't met; slow down when facing last-minute demands [20:43] Mark’s top dos and don'ts in negotiations [24:00] Reviving a stalled $500K deal strategy Negotiation Strategy vs. Tactics Mark sets the stage by making a critical distinction at the start: negotiation strategy is your overarching game plan, while tactics are the specific moves you make to get from point A to point B. Imagine setting sail; your route, preparation, and destination are your strategy, while the course corrections and adjustments you make en route are your tactics. Negotiators often conflate the two, winging it with a handful of tactics and no defined destination. Mark’s advice is to know what you want before you even enter the room, or risk negotiating with nothing concrete to ask for or offer. Planning for High-Stakes Deals Mark underscores the vital role of planning in negotiation success: “80% of success is in the prep.” This isn’t about just showing up with instincts and hoping for the best—real value is discovered in understanding both your levers and those of every stakeholder involved. Stakeholder mapping and leverage analysis are the bread and butter of Mark's approach. Many sales professionals make the mistake of only engaging with procurement, assuming that price and delivery are the be-all and end-all. In reality, multiple stakeholders shape a deal, and understanding their unique concerns opens new avenues to add value and find leverage. Shockingly, Mark sees less than 20% of negotiators (maybe even less than 10% in sales) invest the necessary effort in planning. Those who skip prep and rely solely on talent or instinct often fail under pressure. Three Game-Changers for Challenging Negotiations When it comes to effective negotiation tactics, Mark shares his top three: Strategic Silence: After posing a question, resist the urge to fill the void. Silence gives the other party space to reveal more information—and sometimes their true position. It’s a sign of respect and a tool for deeper discovery. Mark recommends holding your tongue as long as it takes, even if the silence feels uncomfortable. Conditional Giving: Never concede without getting something in return. If someone asks for a discount, don’t just agree. Make the concession conditional and specific—“I might be able to do that, if you can X.” Avoid open-ended or vague counteroffers. The “What If I Say No?” Test: To clarify the other side’s fallback plan (and your own), gently ask, “What will you do if I say no?” This can unblock negotiations and uncover true deal breakers, bringing clarity to tough conversations. Flexing Between Approaches In complex sales scenarios, Mark recommends reading broadly and flexibly applying lessons drawn from various schools of negotiation thought. Whether it’s Harvard’s collaborative “win-win,” a competitive strategy, or a hybrid approach, sticking rigidly to one philosophy is a mistake. Use whatever is best suited for the situation that you’re in, and be willing to flex. If the situation or negotiation style of the other party changes, so should your approach. The most effective negotiators are those who can pivot between collaboration and competition as needed. Handling Aggressive Buyer Tactics Sales professionals often face aggressive techniques—take-it-or-leave-it ultimatums, last-minute demands (nibbles), or attempts to rush. Mark’s advice: don’t get flustered or succumb to urgency. Most “take it or leave it” situations are bluffs; calmly acknowledge and probe for flexibility. If a nibble appears just as you’re about to close, slow the process down and, if you make a concession, always ask for something in return. Otherwise, you’re inviting further nibbles and training buyers to keep pushing limits. Resources & People Mentioned You Can Negotiate Anything by Herb Cohen Camp Negotiations Win-Win = Lose-Lose according to Allan Tsang, Negotiations Ninja Podcast Ep #207 Harvard Negotiation Programs Connect with Mark Raffan Mark Raffan on LinkedIn Negotiations Ninja Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED…

Sales Reinvented

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Balance Competition and Cooperation Instead of Compromise with Dr. Joshua Weiss, Ep #458 23:26

10일 전23:26

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23:26

In this episode, we dive into the complex world of negotiation with Dr. Joshua Weiss, an expert in conflict resolution. Dr. Weiss is known for his ability to balance competition and cooperation in high-stakes negotiations, which allows negotiators to reach optimal agreements without compromising on key objectives. He walks us through the difference between strategy and tactics in negotiations and emphasizes the importance of approaching negotiations as opportunities for problem-solving. Rather than focusing on compromises, Dr. Weiss advocates for a strategic balance that allows both parties to achieve their goals while fostering long-term relationships. He shares his top negotiation tactics, including adaptability, radical empathy, and prioritizing collaboration over quick fixes. Tune in as we explore how to approach negotiations with clarity, confidence, and a mindset geared toward achieving meaningful outcomes. Outline of This Episode (0:00) Introduction to Dr. Joshua Weiss (1:00) The Difference Between Strategy and Tactics in Negotiation (4:30) Top Three Negotiation Tactics (7:45) Planning and Role-Playing for Successful Negotiations (9:10) Most Common Negotiation Strategies (13:00) Counteracting Aggressive Negotiation Tactics (15:45) Joshua’s Top 3 Dos and Don’ts in Negotiation (18:50) Applied Strategies in Real-life Experience Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving I Getting Back to the Table: 5 Steps for Reviving Stalled Negotiations Connect with Dr. Joshua Weiss Joshua Weiss Negotiation & Conflict Resolution Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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The Noble Way to Negotiate (And Still Close Big Deals) with Lisa Earle McLeod, Ep #457 22:39

17일 전22:39

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22:39

Most people–even most salespeople—walk into a negotiation focused on what they want. They’re thinking about numbers, margins, and commission. But that lens makes it easy to miss the real levers that move a deal forward. Lisa Earle McLeod breaks down why effective negotiators don’t start with tactics—they start with the other person’s world. What do they care about? What are they under pressure to deliver? What does a win look like for them? By grounding the conversation in outcomes that matter to the buyer, salespeople can create more alignment, trust, and momentum. Lisa shares how front-loading value and clarity early on often removes the need for drawn-out back-and-forths later. And when tension rises, the prep work you did—mapping out their goals, not just your own—is what keeps your lizard brain from hijacking the moment. Negotiation becomes less about squeezing out a win, and more about making it easy for the other side to say yes. Outline of This Episode (0:00) Introduction to Lisa Earle McLeod (02:57) How to Avoid Negotiating on Price (05:35) Trust-Based Negotiation Tactics (08:25) Why Negotiation Planning Matters (10:34) How to Avoid Manipulative Sales Tactics (13:49) Dealing With Aggressive Buyers (17:07) Real-World Negotiation Example Resources & People Mentioned Lisa Earle McLeod’s website Selling with Noble Purpose Connect with Lisa Earle McLeod Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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Strategies and Tactics to Drive Value and Close Deals with Sonia Dumas, Ep #456 21:54

24일 전21:54

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21:54

What determines value in your company? What should founders be asking themselves regarding pricing to determine value in their company? How do you know an effective negotiation strategy? On today’s episode, Paul Watts welcomes back Sonia Dumas. Sonia is a selling strategist, entrepreneur, and co-author of The Market Ownership Method: 7 Proven Principles and One Profitable Plan for Higher ROI Clients . Sonia has worked with industry giants like Intuit, Investopedia, Starwood, and Marriott, just to name a few. Today she will discuss experience-based negation strategies and effective negation tactics. Outline of This Episode (0:00) Introduction to Sonia Dumas (1:15) The Difference Between Strategy and Tactics in Negotiation (4:45) Sonia’s Most Effective Negotiation Strategy (9:55) Planning for Successful Negotiations (11:30) Managing Complex Sales: Simplify (13:00) Counteracting Aggressive Negotiation Tactics (15:00) The Top Three Negotiation Dos and Dont’s Resources & People Mentioned The Market Ownership Method: 7 Proven Principles and One Profitable Plan for Higher ROI Clients Connect with Sonia Dumas Sonia Dumas - WOMEN Sales Pros Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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Take a Holistic Approach to Negotiation Success with Nicole Soames, Ep #455 26:15

4 weeks 전26:15

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26:15

According to experienced coach and emotional intelligence expert Nicole Soames, founder and CEO of Diadem, ambition is the strategy that helps people get the most out of their negotiations. Nicole joins Paul on the show to unravel the complexities of negotiation and explore everything from the critical differences between strategy and tactics to practical ways to prepare and plan for high-stakes deals. With over 30 years of experience, Nicole shares her expert insights on maintaining emotional intelligence, the power of ambition in negotiations, and how to effectively navigate and counter those challenging tactics often used by professional buyers. Tune in to this episode if you’re ready to revolutionize how you approach negotiation conversations. Outline of This Episode (00:00) Understanding Negotiation Strategy Dynamics (05:04) Ambition is the Key to Successful Negotiations (07:52) Negotiation Strategy: Anticipate and Balance (11:16) Effective Negotiation Planning Tips (13:44) Emotional Intelligence in Sales (17:48) Tactical Negotiation Awareness (19:41) Negotiation Tactics, Including Spot and Deflect (23:32) Everyday Negotiations Build Skill Resources & People Mentioned Maya Angelou Connect with Nicole Soames Nicole Soames on LinkedIn Diadem Performance Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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How to Leverage Emotional Intelligence in Negotiation with Susan Borke, Ep #454 22:25

5 weeks 전22:25

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22:25

Your sales strategy gives you direction and frees up mental bandwidth, so don’t undervalue the importance of strategic planning before negotiations start. In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage in high-stakes deals. We explore the importance of preparation, understanding your counterparty’s interests, and the power of active listening in shaping successful negotiation outcomes. We also discuss common negotiation strategies used in complex sales and how to identify and address aggressive tactics with emotional intelligence. Susan shares personal experiences and offers practical tips to enhance your negotiation skills, ensuring all parties walk away happy. Outline of This Episode (00:00) Introduction to Susan Borke (06:14) Effective Negotiation Preparation Strategies (09:44) Embrace Diverse Perspectives in Sales (12:22) Understanding Clients' Perspectives in Negotiations (13:55) Recognizing and Disconnecting from Aggressive Negotiation Tactics (19:39) Negotiating Job Title and Staffing (21:07) Do Your Research and Determine Whether What You’re Offering Fits Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Connect with Susan Borke Susan Borke on LinkedIn BorkeWorks Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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Mastering Price Negotiation: Strategies and Tactics with Joanne Smith, Ep #453 24:55

6 weeks 전24:55

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24:55

In this episode of Sales Reinvented , we sit down with Joanne Smith, a pricing expert and author of The Price Negotiation Playbook . Joanne dives deep into the world of price negotiation, sharing her proven strategies and tactics for navigating tough pricing conversations. Whether you're dealing with price pressure or high-stakes deals, Joanne’s expert insights will help you confidently handle price negotiations and ensure you get the value you deserve. Outline of This Episode (0:52) What are the key differences between negotiation strategy and tactics? (1:58) How should companies adapt their pricing strategies during times of uncertainty? (3:50) Joanne’s go-to negotiation strategy for high-stakes deals (5:45) Joanne’s three favorite negotiation tactics (9:13) How important is planning in negotiation strategy and tactics? (10:35) Common negotiation strategies (and choosing the best to use) (14:40) How can salespeople recognize and counter aggressive negotiation tactics? (17:15) Joanne’s top three negotiation strategy and tactics dos and don’ts (19:37) Can you share a real-world example of a successful negotiation? (15:00) What role does integrity and fairness play in successful negotiations? Connect with Joanne Smith Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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Building Stronger Relationships Through Negotiation: Insights from Mike Figliuolo, Ep #452 21:27

7 weeks 전21:27

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21:27

What if the key to successful negotiations wasn’t about securing the best deal right away, but about building a lasting relationship that leads to ongoing success? In this episode, Paul Watts sits down with Mike Figliuolo, founder of Thought Leaders LLC, to explore how fostering relationships during the negotiation process can lead to more fruitful, long-term partnerships. Mike, a seasoned leader with a background in both the military and corporate America, shares how he’s applied relationship-building strategies in high-stakes negotiations to ensure long-term success for both parties involved. Outline of This Episode (0:00) Introduction to Mike Figliuolo (1:40) The Difference Between Strategy and Tactics in Negotiation (2:31) Mike’s Go-To Negotiation Strategies (3:37) Top Three Negotiation Tactics (5:59) Planning and Role-Playing for Successful Negotiations (7:06) Managing Complex Sales: Breaking Deals into Smaller Components (8:49) Counteracting Aggressive Negotiation Tactics (10:56) Top 3 Negotiation Strategy and Tactics dos and don’ts (14:41) The Importance of Relationships in Negotiation Resources & People Mentioned LinkedIn Learning Connect with Mike Figliuolo Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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Creating Healthy Friction: The Key to Mastering Negotiations with Saad Saad, Ep #451 20:18

8 weeks 전20:18

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20:18

What’s the secret to successful negotiations? It’s not just about making offers or striking deals—it's about creating the right kind of friction. In this episode, Paul Watts sits down with negotiation expert Saad Saad, who emphasizes that introducing healthy tension into conversations is a key strategy for achieving favorable outcomes. Saad explains how friction in a negotiation helps both parties fully assess the terms, leading to stronger, more deliberate decisions. Tune in to hear how mastering the art of friction can transform your approach to high-stakes deals and turn challenging negotiations into opportunities for success. Outline of This Episode (0:58) The difference between strategy and tactics (1:50) Saad’s go-to negotiation strategy for high-stakes deals (2:47) Saad’s three favorite negotiation tactics (4:56) The role of preparation and self-awareness in negotiation (6:52) Common negotiation strategies for complex sales (8:27) Handling aggressive negotiation tactics (11:35) Saad’s top negotiation dos and don’ts (15:13) Saad’s real-world negotiation story Connect with Saad Saad BOOK: In the Lead Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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The Total Cost of Ownership: Strategic Negotiation for Complex Sales with Stuart Foster, Ep #450 18:59

9 weeks 전18:59

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리스트

18:59

What’s the real difference between negotiation strategy and tactics, and why does it matter so much in high-stakes deals? In this episode of Sales Reinvented, we’re joined by Stuart Foster, an international sales performance coach, who answers this question and shares his expertise on navigating complex negotiations. Stuart reveals how understanding the balance between strategy and tactics can be the key to closing deals, building long-term relationships, and ensuring mutual success. Whether you’re negotiating with a tough buyer or trying to secure a lasting partnership, Stuart’s actionable advice will equip you with the tools you need to master the art of negotiation. Outline of This Episode (0:51) What is the difference between negotiation strategy and tactics? (1:26) How should strategy and tactics complement each other in a deal? (2:22) Stuart’s go-to negotiation strategy for high-stakes deals (5:28) The role of planning in negotiation strategy and tactics (6:55) Common negotiation strategies in complex sales (8:55) How to handle aggressive negotiation tactics from buyers (10:30) Stuart’s top three negotiation strategy dos and don'ts (13:38) Real-world example of applying strategy and tactics in a high-stakes deal Connect with Stuart Foster Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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Collaborative Negotiation: Strategies and Tactics for Success with Jeanette Nyden, Ep #449 24:09

10 weeks 전24:09

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24:09

In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals. Whether you're negotiating with customers, suppliers, or partners, Jeanette’s approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to navigate negotiations with confidence and integrity. Outline of This Episode (1:00) Jeanette defines the difference between negotiation strategy and tactics (2:44) Jeanette’s go-to negotiation strategy for high-stakes deals (3:57) Jeanette’s three favorite negotiation tactics for leveraging tough deals (6:10) Normative leverage and how it applies to collaborative negotiations (7:35) The role of planning in developing negotiation strategies and tactics (8:51) How do you determine the most effective negotiation strategy? (11:16) Recognizing and countering aggressive negotiation tactics (15:24) Jeanette's top three negotiation do's and don'ts (18:53) Navigating a sticky real-world negotiation Resources & People Mentioned Negotiation Preparation on the Fly Connect with Jeanette Nyden Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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Negotiation Mastery: Tactics, Strategies, and Countering Aggression with Phil Brown, Ep #448 26:10

11 weeks 전26:10

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26:10

In this episode of Sales Reinvented , host Paul Watts is joined by Phil Brown, founder of The Negotiation Club. With over 30 years of experience in procurement, Phil shares his wealth of knowledge on the nuances of negotiation strategy and tactics. Whether you’re negotiating high-stakes deals or everyday contracts, Phil’s insights will equip you with the tools to make confident, effective decisions and outmaneuver tricky negotiation tactics. Phil walks us through the key distinctions between strategy and tactics, the power of asking the right questions, and how to navigate aggressive negotiation styles with finesse. He also explains the psychology behind anchoring and shares simple but powerful tactics, like using odd numbers and summarizing, to create an edge in negotiations. Outline of This Episode (1:10) What’s the difference between negotiation strategy and tactics? (2:06) Phil’s go-to negotiation strategy for high-stakes deals (3:34) The top three negotiation tactics Phil swears by (6:35)) The role of planning in negotiations (7:56) The different strategies used in complex sales (10:41) Handling emotional responses in negotiations and why staying calm is key (15:06) Phil’s Do’s and Don’ts in negotiation strategy and tactics (20:03) How odd numbers made a big impact on the outcome of a negotiation Connect with Phil Brown Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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How Preparation Shapes Effective Negotiations with Scott Chepow, Ep #447 15:51

12 weeks 전15:51

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15:51

What if the key to success in any negotiation was in the preparation before you even sat down at the table? In today’s episode of Sales Reinvented, Scott Chepow, a global negotiation strategist, dives into the critical role preparation plays in successful negotiations. Scott shares how planning, understanding the stakes, and conditioning your counterpart are the cornerstones of securing favorable outcomes. Whether you’re closing a major deal or navigating everyday discussions, Scott’s insights will equip you with the tools you need to approach every negotiation with confidence and strategic foresight. Outline of This Episode (0:58) The difference between negotiation strategies and tactics (2:36) Scott’s go-to strategy for high-stakes deals: The growth strategy (3:20) Scott reveals three of his most effective negotiation tactics (4:32) The importance of planning in negotiation (5:47) Understanding the role of conditioning in negotiation (6:30) The most effective negotiation strategy to use (8:16) Recognizing and countering aggressive negotiation tactics (10:26) Scott’s do’s and don’ts of negotiation strategy and tactics (12:23) Showcasing the power of planning and communication Connect with Scott Chepow Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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Unlocking the Secrets of Negotiation with Shawn Karol Sandy, Ep #446 23:35

13 weeks 전23:35

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23:35

What if you could approach every negotiation with the confidence that you’re setting yourself up for success from the start? Shawn Karol Sandy, a sales expert with over 13 years of experience leading high-performing teams and driving revenue, shares her most effective strategies for navigating tough negotiations and closing high-stakes deals. Whether you're looking to refine your approach or tackle negotiations with greater ease, Shawn’s insights will help you build the skills to engage with customers strategically and empathetically. Outline of This Episode (00:01) The key differences between negotiation strategy and negotiation tactics (03:10) Shawn’s go-to negotiation strategy when entering a high-stakes deal (06:20) Shawn’s three favorite negotiation tactics (09:30) The role of planning in the development and use of negotiation strategy (12:10) The common negotiation strategies being used in complex sales (14:50) How should a salesperson handle aggressive negotiation tactics? (16:30) Shawn’s top three negotiation strategy and tactics do's and don'ts (19:10) Can you share a real-world example where you successfully applied negotiation strategy and tactics? Resources & People Mentioned CrystalKnows Connect with Shawn Karol Sandy Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

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Why Understanding Character is Key to Negotiation Strategy per Jay Heinrichs, Ep #445 18:09

14 weeks 전18:09

나중에 재생

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18:09

Negotiation isn’t just about the numbers—it’s about understanding the people and the underlying dynamics that drive every deal. That’s exactly what Jay Heinrichs, renowned persuasion consultant and author of Thank You for Arguing , brings to the table in this episode. With experience working alongside top organizations like NASA and Harvard, Jay has mastered the art of negotiation, and today he’s sharing his proven strategies and tactics. From understanding the character of your negotiation partner to mastering powerful persuasion techniques, Jay reveals insights that will change how you approach every deal. Whether you're negotiating a major contract or handling a challenging buyer, the expert advice in this episode will equip you with the tools you need to close with confidence and finesse. Outline of This Episode (0:00) Introduction to Jay Heinrichs and his background (1:03) The difference between negotiation strategy and tactics (1:51) Jay’s go-to negotiation strategy for high-stakes deals (3:00) Jay shares his top three negotiation tactics (5:01) The role of planning in negotiation strategy (6:21) Why framing is a powerful persuasion tool (8:03) How to counter aggressive negotiation tactics (9:50) Jay’s top three negotiation do's and don’ts (13:36) Jay’s successful negotiation with NASA Resources & People Mentioned Thank You for Arguing Aristotle's Guide to Self Persuasion Connect with Jay Heinrichs Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

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