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Episode 212: Sheila Heen

Episode #212 – Sheila Heen

Build Options Into Your Negotiation

MEET

Sheila Heen

Sheila Heen teaches Negotiation at Harvard Law School, founded Triad Consulting, and is a co-author of two New York Times bestsellers: Difficult Conversations: How to Discuss What Matters Most, and Thanks for the Feedback: The Science and  Art of Receiving Feedback Well (Even When It’s Off-Base, Unfair, Poorly Delivered, and Frankly, You’re Not in the Mood). Why should you build options into your negotiation? How do different options influence the potential customer towards making a deal? Does it cheapen your service offering? Sheila Heen joins this episode of the Sales Reinvented podcast to share her take on the negotiation process—and why she believes presenting the customer options can be a gamechanger.

Sheila Heen has taught negotiation at Harvard Law School for 20+ years. She is the founder and CEO of Triad Consulting. She also co-authored two New York Times bestsellers: Difficult Conversations: How To Discuss What Matters Most and Thanks for the Feedback: The Science and Art of Receiving Feedback Well. Take advantage of her years of experience in negotiation and learn from the best—listen now!

 

Outline of This Episode

  • [0:57] What is negotiation?
  • [1:16] Why is negotiation so important?
  • [1:30] Why don’t salespeople like to negotiate?
  • [3:50] Sheila’s negotiation process
  • [7:08] A great sales negotiator listens
  • [9:43] Tools, tactics, and […]
By |2020-09-16T09:24:04-06:00September 23rd, 2020|Sales Reinvented Podcast|0 Comments
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Episode 211: Steve Hall

Episode #211 – Steve Hall

The Power of Leverage in Negotiation

MEET

Steve Hall

Steve Hall is the Managing Director of Executive Sales Coaching of Australia and is recognized as Australia’s leading authority on selling at sea level. He is a member of the Sales Experts Channel and has been a finalist in several categories in the Top Sales World Awards. Do you know how to use leverage in negotiation? Or are you afraid to come across as demanding, therefore harming your relationship with a prospect? Today’s guest on the Sales Reinvented podcast—Steve Hall—shares how you can use leverage in negotiation that creates a mutually beneficial outcome for all sides.

Steve is the Managing Director of Executive Sales Coaching of Australia and is recognized as Australia’s leading authority on selling at sea level. He is a member of the Sales Experts Channel and has been a finalist in several categories in the Top Sales World Awards. Don’t miss out on his expertise in negotiation—listen now!

 

Outline of This Episode

  • [0:50] Steve’s definition of negotiation
  • [1:18] Negotiation plays an integral part
  • [1:36] Common fears around negotiation
  • [2:51] Steve’s negotiation process
  • [4:15] Attributes of a successful negotiator
  • [5:55] Negotiation tactics to leverage
  • [10:07] Top 4 negotiation dos and don’ts
  • [13:01] How to use leverage in negotiation

The power dynamic in negotiation

Negotiation is an important part of life. It’s also an […]

By |2020-07-18T08:07:50-06:00September 16th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 210: Mike Macchiarelli

Episode #210 – Mike Macchiarelli

The Role of Intellectual Curiosity in Negotiation

MEET

Mike Macchiarelli

Mike Macchiarelli has over ten years’ experience in B2C selling as a salesperson, trainer, and manager. During his time with Equinox, a global luxury-lifestyle fitness brand, he has won numerous awards and has helped to train over 1000 salespeople. He also is well known for his online blog, SavingFace.blog, where he writes about sales, negotiation, and leadership.

Intellectual curiosity is a curiosity that leads to the acquisition of knowledge. The intellectually curious have a deep and authentic need to understand the world and the people around them. In this episode of the Sales Reinvented podcast, Mike Macchiarelli shares how intellectual curiosity influences the negotiation process. Don’t miss this episode!

Mike Macchiarelli has over ten years’ experience in B2C selling as a salesperson, trainer, and manager. During his time with Equinox—a global luxury-lifestyle fitness brand—he won numerous awards and has helped to train over 1,000 salespeople. He also is well known for his online blog, Saving Face, where he writes about sales, negotiation, and leadership.

 

Outline of This Episode

  • [0:52] Negotiation is reaching a mutual agreement
  • [1:09] Business at its most basic is an exchange
  • [1:41] Why don’t salespeople like to negotiate?
  • [3:09] Mike’s negotiation process hinges on flexibility
  • [4:52] A great salesperson must have intellectual curiosity
  • [5:50] […]
By |2020-07-18T08:12:17-06:00September 9th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 209: Diane Helbig

Episode #209 – Diane Helbig

Why you NEED to Know Your Walk-Away Point

MEET

Diane Helbig

Diane Helbig is an international business advisor and trainer. She is the author of Succeed Without Selling and the host of the Accelerate Your Business Growth podcast.

Why is knowing your walk-away point so important in a negotiation? How does it influence the process? In this episode of the Sales Reinvented podcast, Diane Helbig shares her thoughts on knowing your floor—your bottom-line walk-away point—and why it’s such an important part of the negotiation process.

Diane Helbig is an international business advisor, sales trainer, and growth accelerator. She is the author of Succeed Without Selling and the host of the Accelerate Your Business Growth podcast. Don’t miss her unique take on the negotiation process!

 

Outline of This Episode

  • [0:36] Diane’s definition of negotiation
  • [0:57] The key to long-term and successful relationships
  • [1:14] Change the mindset around the negotiation
  • [1:58] Diane’s process begins with knowing your walk-away point
  • [3:54] The attributes Diane believes are important in a salesperson
  • [4:31] Tools, tactics, and strategies to prepare for the negotiation
  • [5:11] Don’t make assumptions during any part of the process
  • [6:52] How Diane’s firm walk-away point paid off big

How Diane prepares for the negotiation process

Diane’s negotiation process always includes calculating her walk-away point. It simply means that she writes out the […]

By |2020-07-18T08:18:05-06:00September 2nd, 2020|Sales Reinvented Podcast|0 Comments
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Episode 208: Perry Green

Episode #208 – Perry Green

Get Comfortable Being Uncomfortable with Negotiation

MEET

Perry Green

Perry Green is a highly accomplished and experienced negotiation executive, with over 25 years in the CPG industry. He is a past recipient of The President’s Award, Nestle’s highest sales honor.

It’s time to get comfortable being uncomfortable with negotiation. The vast majority of the population finds negotiation uncomfortable and they allow that discomfort to derail the process. Today’s guest on the Sales Reinvented podcast—Perry Green—shares that it doesn’t have to be that way. It can be a game-changer if you learn how to embrace the discomfort and move beyond it.

Perry Green is a highly accomplished and experienced negotiation executive, with over 25 years in the CPG industry. He is a past recipient of The President’s Award, Nestle’s highest sales honor. He’s currently the Director of The Gap Partnership, the world’s leading negotiation consultancy. Don’t miss this episode packed with expert advice from one of the best negotiators.

 

Outline of This Episode

  • [0:40] Negotiation is an intentional and intense conversation
  • [1:21] Negotiation helps you identify how to move forward
  • [2:02] Why salespeople don’t like to negotiate
  • [3:50] Perry shares his “de-preparation” process
  • [5:12] The attributes of a great negotiator
  • [6:10] Embrace this powerful negotiation tool
  • [7:13] Perry shares his top 3 dos and don’ts
  • [9:49] The hardest part of the negotiation […]
By |2020-06-26T18:10:51-06:00August 26th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 207: Kristie Jones

Episode #207 – Kristie Jones

Negotiation Tools, Tactics, and Strategies

MEET

Kristie Jones

Kristie Jones is the principal at Sales Acceleration Group. Kristie is the go-to expert for tech startup founders who want to accelerate their revenue by improving their sales strategy, process, and people.

Do you have the right combination of negotiation tools, tactics, and strategies in your arsenal? Do you understand how important it is to develop negotiation skills? In this episode of the Sales Reinvented podcast, Kristie Jones shares some of her favorite negotiation tools. She also gives some sage advice about the negotiation process. Don’t miss it!

Kristie Jones is the Principal at the Sales Acceleration Group. Kristie is the go-to expert for tech startup founders who want to accelerate their revenue by improving their sales strategy, process, and people. She uses her 15+ years of experience to help small and mid-sized technology companies take their revenue to the next level.

 

Outline of This Episode

  • [0:43] What is negotiation?
  • [1:31] Why don’t salespeople like to negotiate?
  • [2:39] How Kristie uses anchoring in negotiation
  • [4:01] The attributes of a great negotiator
  • [6:20] Negotiation tools, tactics, and strategies
  • [7:49] Kristie’s top 3 negotiation dos and top 3 don’ts
  • [11:07] Kristie’s favorite negotiation story

Negotiation is a critical piece of the sales process

According to Kristie, negotiation is the process of working toward an agreement on an […]

By |2020-08-19T08:22:58-06:00August 19th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 206: Ian Moyse

Episode #206 – Ian Moyse

Ask Leading Questions in Negotiation

MEET

Ian Moyse

Ian Moyse, is the EMEA Sales Director at Natterbox. he is also an industry social influencer and is widely published on matters of Sales Leadership, Social Selling and Personal Branding. He was awarded the accolade of UK Sales Director of the year by BESMA and in 2019 was listed in the top 50 Sales Keynote speakers by Top Sales World.

Asking leading questions may not be permitted in a court of law, but in the negotiation process it is inherently necessary to ask leading questions. Asking the right questions is the #1 negotiation tactic that Ian Moyse emphasizes in this episode of Sales Reinvented. We also chat about his negotiation process, attributes of a successful negotiator, and other tools and tactics he utilizes. Don’t miss it!

Ian Moyse is the EMEA Sales Director at Natterbox and based out of the UK. He is also an industry social influencer who is widely published on matters of Sales Leadership, Social Selling, and Personal Branding. He was awarded the accolade of UK Sales Director of the Year by BESMA and in 2019 was listed in the top 50 Sales Keynote speakers by Top Sales World.

 

Outline of This Episode

  • [0:56] What […]
By |2020-06-19T11:08:18-06:00August 12th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 205: Melissa Madian

Episode #205 – Melissa Madian

Why You Must Maintain Healthy Tension in the Negotiation Process

MEET

Melissa Madian

Melissa Madian is the Founder and Chief Fabulous Officer at TMM Enablement Services Inc. She was one of the first people to pioneer the “sales enablement” role and has spent the past 25 years perfecting the sales experience for revenue-generating teams. She has successfully produced countless Sales Kick Offs, built world-class sales onboarding programs and created training academies for many SaaS companies. She is one of the 15 Top Sales Influencers to Follow in 2020, one of the 20 Women Leaders to Watch in Business in 2018 and ranked 10th of the 35+ Most Influential Women Leading B2B Marketing Technology.

Most salespeople can naturally sense tension but are wholly uncomfortable with it. But healthy tension in negotiation is a normal part of the process that salespeople should embrace. According to today’s guest—Melissa Madian—healthy tension is critical to the success of a negotiation. In this episode of Sales Reinvented she talks about how it influences a negotiation and brings value to both parties. She emphasizes understanding the value you offer and holding firm. To benefit from her years of expertise in the field, listen to this episode!

Melissa Madian is the Founder and Chief Fabulous Officer at TMM Enablement Services Inc. […]

By |2020-06-19T11:05:49-06:00August 5th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 204: Jeb Blount

Episode #204 – Jeb Blount

Why Emotional Control is Imperative in a Negotiation

MEET

Jeb Blount

Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the Sales Gravy Podcast. This episode is packed with information you can use to become a better negotiator—don’t miss it!

Emotional control in the negotiation process is difficult to master. It’s partly because as a species we are ruled by emotion. It’s difficult to take a step back and let go of the different influences on the negotiation and focus on the facts. In this episode of Sales Reinvented, Jeb Blount shares his take on emotional control in negotiation and why it’s so important to the process.

Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the Sales Gravy Podcast. This episode is packed with information […]

By |2020-06-19T07:51:00-06:00July 29th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 203: Mladen Kresic

Episode #203 – Mladen Kresic

How to Become a Successful Negotiator

MEET

Mladen Kresic

Mladen Kresic is CEO of K&R Negotiations aka Negotiators.com.  For 30+ years Mladen has successfully negotiated billions in deals all over the world on behalf of the most well-known international companies. He is the author of Negotiate Wisely in Business and Technology a guide for sales negotiations and an Amazon e-book best seller.

Do you know what it takes to be a successful negotiator? Do you possess some of the necessary skills and attributes? Do you need to brush up on your negotiation skills? In this episode of Sales Reinvented, Mladen Kresic hones in on why salespeople struggle with negotiation. He also shares some of his favorite negotiation tactics and gives some pointers for dealing with the negotiation process. Mladen is full of spectacular insight into the negotiation process. Don’t miss it!

Mladen Kresic is the CEO of K&R Negotiations—aka Negotiators.com. For 30+ years Mladen has successfully negotiated billions in deals all over the world on behalf of the most well-known international companies. His expertise is working with C-level executives in business transactions. He is the author of Negotiate Wisely in Business and Technology, a guide for sales negotiations and an Amazon e-book best-seller.

 

Outline of This Episode

  • [0:59] Negotiation: an interaction to achieve a result
  • [1:12] Why is […]
By |2020-06-19T07:52:29-06:00July 22nd, 2020|Sales Reinvented Podcast|0 Comments
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