Episode #155: Chris Croft

The Funny, Charming and Detached Negotiator

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Chris Croft

Chris Croft has an Engineering Degree from Cambridge. He started his own training company in 1995, since when he has trained over 90,000 people face to face, and a thousand people a day watch his training courses on lynda.com and LinkedIn Learning. He has courses on Negotiation skills and Sales Techniques, as well as Time Management, Project Management, and perhaps oddly, Happiness He has ten thousand subscribers on YouTube and a million views. [01.04] Chris defines Negotiation – Finding a price and other tradeables that two people can agree on.

[01.36] Chris explains how negotiation is important for business – Chris suggests that every meeting you have is a negotiation of some sort.

[02.24] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Chris feels that salespeople want to be liked and they fear that if you negotiate you won’t be liked or that they might lose the deal.

[03.50] How do you plan and execute a high stakes negotiation – Chris has a traditional five-step negotiation process (preparing, pre-amble, opening-offer, trading, close)

[05.45] What are the attributes of a good sales negotiator – Chris believes that planning is the number 1 attribute of a great sales negotiator. As well as detachment, sense of humor and charm as well as […]

Episode #154: Lisa Earle McLeod

The Triangle of Truth

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Lisa Earle McLeod

Lisa Earle Macleod introduced the concept of Noble Purpose in her best selling book, Selling with Noble Purpose. Her research, documents how organizations with a purpose bigger than money, make more money, and experience greater customer and employee retention. Her firm’s clients include Hootsuite, Roche, Volvo, and Dave & Buster’s. [01.00] Lisa defines Negotiation – Negotiation is quite simply coming to agreement on pricing and terms

[01.30] Lisa explains how negotiation is important for business – Lisa shares that negotiation early in the process to help the salespeople to avoid becoming emotionally and financially attached to the deal.

[02.25] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Lisa feels that salespeople don’t like to negotiate because it feels like a threat to the deal. Some salespeople feel like negotiation cheapens the deal.

[05.25] How do you plan and execute a high stakes negotiation – Lisa suggests that the most important work in a negotiation is done at the beginning of the sales process.

[08.00] What are the attributes of a good sales negotiator – Lisa believes that a great negotiator believes in the product that they are selling and shares her ‘selling with noble purpose’ methodology.

[09.40] Lisa shares her top negotiation tools and strategies – Lisa shares the Triangle […]

Episode #153: Allan Tsang

Bridging the Knowing and Doing Gap

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Allan Tsang

Allan Tsang was Born in Hong Kong, raised in Africa, and educated in the US, Allan’s early career took him throughout the country before finally settling in Virginia. His global experiences shaped his perspectives and enhanced his ability to bridge cultural gaps. Allan provides negotiation coaching to help companies with sales, conflict resolution, as well as merger/acquisitions. His passion is helping people master negotiation in order to stay safe. Startup to multi-billion dollar global corporations consider him to be their secret weapon, someone in their corner that they can count on. [00.52] Allan defines Negotiation – When two or more parties engage in a process to come to an agreement by solving problems, resolving conflicts or coming up with solutions that works for everyone without having to resort to violence.

[01.20] Allan explains how negotiation is important for business – Allan suggests that if you are doing business, you’re negotiating.

[01.55] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Allan feels that it comes down to three things. 1) They don’t have a system, 2) they go to what they have learned from TV or 3) Old school success. They don’t like it because it’s hard.

[03.10] How do you plan and execute a high stakes negotiation – […]

Episode #152: Mike Inman

‘Yes If….’ and ‘No, But If….’

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Mike Inman

Mike Inman has taught negotiations in over 20 countries on 6 continents for the past 8 years. Prior to joining TableForce as an Expert Negotiations Trainer, Mike was a Head of Global Procurement at MGM Resorts International. He has also held procurement and supply chain management roles at American Airlines, General Motors, and Raytheon. [01.00] Mike defines Negotiation – It’s two or more parties trying to reach an agreement, even if it’s a no. Bad news early is good news.

[01.41] Mike explains how negotiation is important for business – If we won’t or don’t negotiate, we rob ourselves of the opportunity to improve

[01.57] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Mike challenges the question, he would suggest that there is a hesitation to negotiation, as opposed to not liking negotiation.

[04.22] How do you plan and execute a high stakes negotiation – Mike believes that a sophisticated seller approaches negotiation very differently. There are three principles, the willingness to try, planning for a negotiation and raising the bar.

[08.06] What are the attributes of a good sales negotiator – Mike believes there has to be a willingness to try, they have to believe in their own value with a great story to emphasize this point.

[10.36] Mike […]

Episode #151: Mark Meincke

Don’t Defend, Justify or Explain

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Mark Meincke

Mark Meincke is a multi award-winning author, a former professional sales trainer and serial entrepreneur. Mark has more than 12 years sales experience, since leaving the military. Mark is the founder of the Okotoks Business Association, Host of the Meincke Show Podcast and has just released a NEW book called the Home Sellers Bible in which he helps people negotiate the best deals. [01.00] Mark defines Negotiation – Mark suggests that Negotiation is a Dance.

[01.42] Mark explains how negotiation is important for business – Mark suggests that you have got to know what you are worth, or you undersell yourself.

[02.35] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Mark feels that people don’t like to negotiate, particularly when they feel commoditized. He also suggests that salespeople can negotiate on many things other than just price. Let’s start with on anything other than price.

[03.50] How do you plan and execute a high stakes negotiation – Mark suggests that you need to know who you are talking to, (using tools like DISC, True Colours, Myers Briggs etc) and tailor to that language.

[05.17] What are the attributes of a good sales negotiator – Mark believes that great negotiators are well prepared and do a great job in the sales […]

Episode #150: Melissa Hereford

Building Your Negotiation Muscle

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Melissa Hereford

Melissa Hereford spent 18 years at the world-renowned sales negotiation training company BayGroup International and another 3 at Corporate Visions after the company was acquired. Melissa continues to provide training to salespeople, procurement and internal teams to negotiate like humans: to have more authentic and connected conversations, to use their voice for change and show up in their lives with intention. She has worked with many Fortune 500 companies, including Cisco, Oracle, Hewlett-Packard and many more. [01.14] Melissa defines Negotiation – Negotiation is when two people have to come to an agreement.

[01.26] Melissa explains how negotiation is important for business – We are negotiating all day, every day in business.

[02.12] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Melissa feels that humans don’t like to negotiate, because it’s uncomfortable. Melissa also shares how to become more comfortable in negotiation through the building Negotiation Muscle.

[04.50] How do you plan and execute a high stakes negotiation – There are between 8-10 things to plan for in your negotiations, Melissa shares them.

[07.20] What are the attributes of a good sales negotiator – Melissa believes that curiosity is the number one trait that makes for a great negotiator.

[08.08] Melissa shares her top negotiation tools and strategies – Melissa suggests that psychology […]

Episode #149: Jeff Bajorek

Putting the Swagger Back Into Negotiation

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Jeff Bajorek

Jeff Bajorek helps sales teams design and implement their sales strategies with a focus on the fundamentals. He believes the answers are often right in front of you, but you’re missing them because you’re searching for a silver bullet that just doesn’t exist. Jeff is the author of Rethink The Way You Sell: The Five Forgotten Fundamentals of Prospecting, and co-hosts The Why and the Buy Podcast. [01.17] Jeff defines Negotiation – Negotiation is coming to agreed upon terms

[01.45] Jeff explains why negotiation is important for business – Jeff explains that it’s important to have boundaries, otherwise people get taken advantage of.

[02.51] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Jeff discusses how the salesperson’s ego can impact a negotiation.

[05.00] How do you plan and execute a high stakes negotiation – Jeff avoids high-stakes negotiations at any cost. Jeff shares his contrarian approach to negotiation, by trying to avoid negotiation.

[06.14] What are the attributes of a good sales negotiator – Jeff explains that candidness, confidence and swagger are important attributes.

[06.50] Jeff shares his top negotiation tools and strategies – Jeff shares his secret to his success, about self-belief in sales excellence and sales success.

[08.30] Jeff shares his top three negotiation Do’s and Don’ts – Do’s, […]

Episode #148: Josh Weiss

Creativity Over Compromise

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Josh Weiss

Doctor Joshua Weiss is the co-founder of the Global Negotiation Initiative at Harvard University and a Senior Fellow at the Harvard Negotiation Project. He is also the director and creator of the Master of Science Degree in Leadership and Negotiation at Bay Path University. Dr Weiss is the creator of a number of innovative products that use the power of present day technology to convey negotiation to a broad audience, including the negotiation tip of the week, NTOW podcast and The Negotiator In You audio book and e-book series. [01.14] Josh defines Negotiation – negotiation has a lot of connotations to it, but mainly it is a process between two or more people who are trying to solve a problem or meet their objectives through some mutually agreed upon solution. From a business view, it is the way in which we create deals, relationships etc.

[01.43] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Josh explains that it is not just sales people who feel anxious when they negotiate. Primarily because they see the process as right with deception and manipulation and people equate negotiation with compromise in giving up things they would actually like to have. Josh talks about several models that help people get more comfortable and […]

Episode #147: Amy Franko

Negotiating With Empathy

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Amy Franko

Amy Franko is a strategic sales expert working with professional services, insurance and technology organizations to accelerate sales results. Her book ‘The Modern Seller’ is an Amazon bestseller and was also named as the 2018 the top sales book by Top Sales World. [00.52] Amy defines Negotiation – as a process of learning, understanding conversation where your goal is to create a mutual win with your client.

[01.08] Amy explains how negotiation is important for business – Amy believes that it is the only way that we can be as to come from the principled angle of negotiation and win-win. In today’s world there is so much choice, modernisation and noise that the way we come to the negotiating table can be a big differentiator in who are and how we can help our clients win.

[01.43] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Amy feels that this comes down to mindset and skill set. Mindset being of fear, negotiating can viewed as conflict and we naturally want to avoid conflict even though within nature of the role of sales there is seen to be lots of conflict. There is also a fear that sales people have to give in, or fear of potentially damaging the relationship. To help […]

Episode #146: Herb Cohen

Care….But Not That Much!

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Herb Cohen

Herb Cohen has been a professional negotiator for over four decades. He is the author of ‘You Can Negotiate Anything’, which has been translated into 36 languages and is the world’s best selling book on negotiation and selling. He has been a keynote speaker for thousands of organizations from the FBI to Apple. [01.01] Herb defines Negotiation – as the use of information, time, power to affect behaviour. Any time you intend to influence someone its really a negotiation, it’s a voluntary process.

[01.28] Herb explains how negotiation is important for business – negotiation affects every professional relationship, sophisticated selling is negotiation, the opposite of that is taking orders.

[01.51] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Herb feels some sales people have fallen for the stereotype that it is embarrassing to negotiate. Like a one price store they act like loonies if you ask for a discount on the price, because they don’t have people trained in negotiation.

[02.58] How do you plan and execute a high stakes negotiation – Herb starts off in an amicable manner with a low key pose of incompetence, one of Herb’s other strategy is to make the other side feel superior to himself and for them to feel good. Herb’s goal is […]