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Episode 139: James Muir

Episode #139: James Muir

Negotiate With Genuine Intent


James Muir

James Muir is the founder and CEO of Best Practice International and the bestselling author of the number one book on “Closing Sales – The Perfect Close”. James is a thirty year veteran of Sales, having served in every role from individual contributor to executive VP. His mission is to make the complex simple. James has an extensive background in healthcare, where he has sold to and spoken for the largest names in technology and healthcare , including HCA, Tenet, Catholic Health Care, Banner, Dell, IBM and many others. Not only is James a life long student of Sales, he is also an accomplished guitarist, organic chemistry fan and fitness buff. Those interested in learning a method of closing that has zero pressure involves just two questions and is successful 95% of the time can reach him at [01.36] James defines Negotiation – as nothing more than just facilitating win-win arrangements. It’s understanding things well enough, that you can craft things so that everybody wins.

[02.02] James explains how negotiation is important for business – negotiation is important for business because any deal that is not a win-win will quickly deteriorate into a lose-lose deal. If you win but the customer loses, that will eventually turn into a nightmare for the client and will in return […]

By |2019-06-17T11:41:43-06:00June 18th, 2019|Sales Reinvented Podcast|0 Comments

Episode 138: Donald Hatter

Episode #138: Donald Hatter

You Can’t Sell and Negotiate At The Same Time


Donald Hatter

Donald Hatter is an author, a motivational speaker, a contributor to Forbes and a sales and marketing professional who has more than twenty five years of relevant experience. He is the author of the International bestseller ‘Ten Things Great Sales Leaders Don’t Do’, which details ten common mistakes that sales professionals make and how to avoid them. One of the chapters is exclusively dedicated to correcting some errors made while negotiating. [01.14] Donald defines Negotiation – as a strategic discussion that resolves an issue in a way that both parties find acceptable

[01.27] Donald explains how negotiation is important for business – in order for deals to get done they are always negotiated to one extent or the other, so understanding and becoming much better at that process will help you in generating more revenue and will help you in your career in general. It’s a great skill set to have and it’s extremely important.

[01.53] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Donald feels that generally people who don’t like negotiating don’t know that negotiating effectively is all about leverage, the more leverage you have the easier it becomes.

[03.06] How do you plan and execute a high stakes negotiation – Donald shares […]

By |2019-06-17T13:12:50-06:00June 13th, 2019|Sales Reinvented Podcast|0 Comments

Episode 137: Deborah Kolb

Episode #137: Deborah Kolb

Principles Unite, Specifics Divide


Deborah Kolb

Deborah Kolb is one of the worlds foremost experts in the fields of negotiation, leadership and gender. Deborah was the former executive director and is currently co-director of the Negotiations in the Workplace Project at the Program of Negotiation at Harvard Law School. Deborah holds a BA from Vassar College, an MBA from the University of Colorado and a PhD from MIT Sloan School of Management. Her most recent book with Jessica Porter ‘Negotiating at Work: Turn Small Wins Into Big Gains’ was named by as one of the best negotiation books of 2015. [01.16] Deborah defines Negotiation – as trying to make an agreement with people who have different interests but they are trying to come to an agreement that some ways satisfies each of their interests. A back and forth process of trying to come to an agreement.

[01.43] Deborah explains how negotiation is important for business – negotiation is the way business gets done, certainly with the sales negotiation. Deborah’s work helps people to negotiate for themselves within organisations, so that when you go out to negotiate you are in a good position.

[02.14] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Deborah feels that negotiation can signal conflict and disagreement and often people are […]

By |2019-05-28T12:55:01-06:00June 11th, 2019|Sales Reinvented Podcast|0 Comments

Episode 136: Mike Figliuolo

Episode #136: Mike Figliuolo

Understand The Nibble


Mike Figliuolo

Mike Figliuolo is an honor graduate with the United States Military Academy and served in the US army as an amour officer. He was a consultant at McKinsey & Company and an executive at Capital One and Scotts’ Miracle Gro. He is the founder and managing director of thoughtLEADERS LLC, a leadership training development firm. He is the author of three books, ‘One Piece of Paper,’ ‘Lead Inside The Box’ and ‘The Elegant Pitch’. [01.09] Mike defines Negotiation – as having something that you want and somebody else having something that they want and finding some space in between those two points where both of you are mildly displeased.

[01.30] Mike explains how negotiation is important for business – it becomes a question of profitability, getting the right people and being able to drive the right outcomes. If you are afraid to negotiate or you are not good at it, you’re going to be on the short end of the stick.

[01.52] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Mike feels that it is because it is high stress and people worry about the outcomes. It can also be very confrontational at times, especially depending upon who your negotiating partner is and we just don’t like conflict and want […]

By |2019-06-06T13:16:43-06:00June 6th, 2019|Sales Reinvented Podcast|0 Comments

Episode 135: Kim Orlesky

Episode #135: Kim Orlesky

Positive Attitude = Positive Outcomes


Kim Orlesky

Kim Orlesky is the president of KO Advantage Group. She is listed as one of LinkedIn’s top Sales Influencers and continuously named as one of the top sales leader to follow. Kim is StartUp Canada’s Woman’s Entrepreneur and Success magazines inspirational blogger. She speaks internationally, including at North America’s entrepreneurial event Inbound, alongside people like Michelle Obama, Brené Brown and Deepak Chopra. In 2014, Kim courageously quit her life to backpack solo around the World. When she returned she turned her passion for sales into one of North America’s fastest growing sales training programs, KO Sales U. Her third book ‘Sell More Faster’ is available to pre buy now. [01.23] Kim defines Negotiation – is really about give and take back of information. How we help to create that final piece of value, like the bow on the end of a present.

[01.47] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Kim feels that it may not necessarily be a case of not liking to negotiate but more a case of not knowing how to prepare themselves, people don’t feel comfortable negotiating and become afraid of loosing the deal.

[02.54] How do you plan and execute a high stakes negotiation – Kim shares what she teaches in KO […]

By |2019-05-28T12:16:49-06:00June 4th, 2019|Sales Reinvented Podcast|0 Comments

Episode 134: Mark Raffan

Episode #134: Mark Raffan

Manage Your Concessions


Mark Raffan

Mark Raffan is the founder of the Negotiations Ninja Training, a training and coaching business dedicated to developing and delivering the most engaging training and coaching in the world. Having spent many years in c-suite negotiations Mark decided to start his own firm to educate and train executives, M&A teams, sales teams and procurement teams in how to execute better negotiations to get more value out of their deals. Mark is also the host of the Negotiations Ninja podcast, the number one negotiation podcast on Google Play. Mark interviews FBI negotiators, influential executives, world leading sales guru’s, legal masterminds and expert communicators to draw out what works in negotiation and what doesn’t work and what we can do better. [01.30] Mark defines Negotiation – as a conversation to get to some sort of agreement.

[02.08] Mark explains how negotiation is important for business – negotiation is the way we get things done. If your not going to ask for the things that you need and want, don’t expect to get those things, no one is going to give you something for free so you’ve got to ask for it! Obviously the person who you are having the conversation with is going to want something, and it’s on them to ask for what they want.

[02.55] Why don’t some salespeople […]

By |2019-05-28T11:53:23-06:00May 30th, 2019|Sales Reinvented Podcast|0 Comments

Episode 133: Joanne M Smith

Episode #133: Joanne M Smith

The Power is in the Pre Work


Joanne M Smith

Joanne M Smith is the author of ‘The Price Negotiation Playbook’ and ‘The Pricing and Profit Playbook’. She was the former Marketing Customer Loyalty and Pricing leader for DuPont. Joanne is now the President of Price to Profits Consulting and is on the Faculty of the ISBM, The Institute for the Study of Business Markets led by PennState and the Professional Pricing Society. Joanne works with business to business businesses and sales teams to improve their pricing strategy and capability. [01.07] Joanne defines Negotiation – as closing the deal at the right price, and for Joanne the most important thing is the right price.

[01.31] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Joanne feels that some sales people like to negotiate the front part of the conversation, building relationships and talking about the offering, however it becomes less fun when they get to the price and the conversation becomes scary, as they risk loosing the deal and if they get the deal then they feel afraid that they will hurt the long term relationship and trust of the account. In order to change this Joanne believes in doing three things 1) having the right mindset, 2) having the right skills and 3) […]

By |2019-04-28T17:40:35-06:00May 28th, 2019|Sales Reinvented Podcast|0 Comments

Episode 132: George Siedel

Episode #132: George Siedel

Information is Power


George Siedel

George Siedel is currently a professor at the Ross School of Business, where he teaches negotiation. He has authored numerous books and articles and has received the Faculty Recognition Award from the University of Michigan and several national research awards, including the Hoeber Award, the Ralph Bunche Award and the Maurer Award. In 2018 he received the distinguished career achievement award from the Academy Studies of Legal Studies in Business. George also authored the book ‘Negotiating for Success – Essential Strategies And Skills’ which is a must read for anyone who needs to negotiate as part of their role. [01.15] George defines Negotiation – as a process that is designed to reach an agreement that will satisfy each sides wants and needs.

[01.25] George explains how negotiation is important for business – especially in sales, as the sales profession is in the heart of any company, with sales you build customer relations, build sales strategies and contribute to the profitability of the company. So negotiation generally and sales specifically is critical to the companies success.

[01.59] Why don’t some salespeople don’t like to negotiate and what can we do to change this – George feels that it is due to the F word …FEAR! George also feels that Sales People fall into two groups one where they dread negotiation, […]

By |2019-05-28T11:21:07-06:00May 23rd, 2019|Sales Reinvented Podcast|0 Comments

Episode 131: Shawn Karol Sandy

Episode #131: Shawn Karol Sandy

Patience Trumps Discounts


Shawn Karol Sandy

Shawn Karol Sandy is the Founder and Chief Revenue Officer of the Selling Agency, where their main mission is to coach humans how to sell to other humans, because selling like robots or jerks is so 2010. Her team works with hungry sales organisations looking to scale through deep differentiation and smartly executed go to market strategies. Shawn is the co-host of the video cast ‘The Sell Out Show’ and performs the show live at sales conferences and industry events with her co-host Dianna Geairn. She is also the author and founder of ‘The Bad Ass Skills Builder’ series weekly desk top challenge for sales pros to improving skills and long term results. [01.22] Shawn defines Negotiation –the process with which we try to equate cost with value, its how budgets align goals with outcomes and price.

[03.09] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Shawn feels that it is seen as conflict, like a game where there is a winner and a loser, which causes a lot of internal conflict going into that. It should be more thought of as how can we balance the negotiation appreciating what your buyers want to get out of it with what you have to offer, knowing that you […]

By |2019-04-28T16:43:02-06:00May 21st, 2019|Sales Reinvented Podcast|0 Comments

Episode 130: Jay Heinrichs

Episode #130: Jay Heinrichs

Everybody Wins


Jay Heinrichs

Jay Heinrichs is a persuasion expert. He is the author of the New York Times Bestseller ‘Thank You For Arguing – What Aristotle, Lincoln and Homer Simpson Can Teach Us About The Art Of Persuasion’. Among his many clients are South West Airlines, The Wharton School of Business, Harvard and NASA. Jay’s latest book ‘How to Argue With A Cat’ teaches us how to argue logically, hack up a fallacy and master the art of fitting in. [01.03] Jay defines Negotiation – as the art of making neutral decisions where ideally everyone feels like they won and where a long term relationship results from that.

[01.26] Jay explains how negotiation is important for business – business depends on deals, but also negotiations within teams getting people to get along. Every aspect of business depends on negotiations not just sales.

[01.54] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Jay feels that salespeople want to be liked by their clients and customers and hate confrontation, but negotiation doesn’t have to be confrontation by using the tools of rhetoric, the art of persuasion makes all the difference.

[02.47] How do you plan and execute a high stakes negotiation – Jay shares that he shows clients how to persuade. The main point is don’t focus […]

By |2019-05-28T10:54:20-06:00May 15th, 2019|Sales Reinvented Podcast|0 Comments
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