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Episode 216: Jodi Cahn

Episode #216 – Jodi Cahn

Why Time is a Powerful Negotiation Tool

MEET

Jodi Cahn

Jodi Cahn is a 20 year veteran of teaching negotiating skills to businesses around the globe with Karrass. She also provides solar solutions for California residents as part of the no-cost solar revolution. Many people are familiar with the concept of time pressure as a negotiation tactic—but what about allowing time to lapse as a tool? How does the passage of time sway a negotiation and become a powerful tactic? In this episode of Sales Reinvented, Jodi Cahn shares this powerful negotiation tactic and many others, including understanding and addressing a counterparty’s core needs.

Jodi is an experienced negotiation trainer and has taught KARRASS® Effective Negotiating for 20 years around the globe. On top of being a practice negotiation trainer, she is a Sales Representative with Solar Energy Partners in California. Don’t miss this insightful episode!

 

Outline of This Episode

  • [0:41] What is negotiation?
  • [2:20] Why is negotiation important in business?
  • [3:17] Why don’t salespeople like to negotiate?
  • [4:58] Jodi’s negotiation process
  • [7:16] Patience truly is a virtue
  • [8:37] Negotiation tools, tactics, strategies
  • [9:51] Top 3 dos and don’ts
  • [11:51] Jodi’s favorite negotiation story

View negotiation as the beginning of a relationship

Negotiation is an exchange where two parties both want in, but there’s a gap that […]

By |2020-10-07T09:33:02-06:00October 21st, 2020|Sales Reinvented Podcast|0 Comments

Episode 215: Philip Brown

Episode #215 – Philip Brown

Negotiation Tactics—with a Twist

MEET

Philip Brown

Philip Brown is the inventor of Negotiation Cards® and an advocate of what he calls “Practical Practice” when it comes to improving negotiation skills.  He has made it his mission to create a global network of negotiation clubs for people to practice this critical skill together”. In this episode of Sales Reinvented, Philip Brown shares a few unique negotiation tactics and strategies that any negotiator can add to their skill set. Negotiation can be an uncomfortable process for salespeople, but if you employ some of the tactics Philip shares, you’ll be well on your way to becoming more comfortable with the process.

Philip Brown is the inventor of Negotiation Cards® and the founder and creator of The Negotiation Club Ltd. His vision is to help businesses hone their negotiation skills through Practical Practice Workshops—with the end goal to increase revenue, boost profits & improve services.

 

Outline of This Episode

  • [0:51] Negotiation is problem-solving with a twist
  • [1:26] The importance of negotiation
  • [2:01] Why don’t salespeople like to negotiate?
  • [3:01] Philip’s negotiation process
  • [4:32] Attributes of a sales negotiator
  • [5:17] Negotiation tactics, tools, and strategies
  • [6:36] Top 3 negotiation dos and top 3 don’ts
  • [8:49] Phil’s favorite negotiation story

Problem-solving—with a twist

Philip sees negotiation as a problem-solving process, with a twist: “It’s all about solving blockers and barriers […]

By |2020-10-07T09:32:46-06:00October 14th, 2020|Sales Reinvented Podcast|0 Comments

Episode 214: Susan Borke

Episode #214 – Susan Borke

Why Negotiation is a Problem-Solving Process

MEET

Susan Borke

Susan Borke is the owner and Principal of BorkeWorks, she has been teaching effective negotiating techniques to business professionals at every level for over 25 years. Susan’s years of experience as a media executive at CBS and in-house counsel at National Geographic provided extensive opportunities to practice the negotiation techniques she teaches. With a background in legal and financial administration, she has managed departments and divisions that included attorneys, paralegals, and other business professionals. She understands the needs of C-level executives and their employees as well as the pressures faced by creative professionals and entrepreneurs. How is negotiation a problem-solving process? What is the best way for a salesperson to approach a negotiation? Susan Borke emphasizes that negotiation is a problem-solving opportunity that arises anytime someone makes a request. And there are a lot of requests that come up in business—between vendors, suppliers, clients, and even internally within your organization. You have to learn how to handle those requests in a way that is beneficial to each party. Susan shares her thoughts on the problem-solving process that is negotiation in this episode of Sales Reinvented. Don’t miss it!

Susan Borke is the owner and Principal of BorkeWorks and has been teaching negotiating techniques for over 25 years. With a background in legal and financial […]

By |2020-10-07T09:31:05-06:00October 7th, 2020|Sales Reinvented Podcast|0 Comments

Episode 213: Santino Pasutto

Episode #213 – Santino Pasutto

Negotiation Techniques You MUST Learn

MEET

Santino Pasutto

Santino ‘Tino’ Pasutto is a senior principal at Stantec and has held several business development roles, including developing Stantec’s sales and account management training program. Do you know negotiation techniques you can apply in any given situation? What strategies and tactics should you employ—or leave in the dust? Santino Pasutto is my guest in this episode of Sales Reinvented. He shares the challenges you face in the negotiation process, how to prepare, and some dos and don’ts of upmost importance. Don’t miss this episode focused on negotiation techniques!

Santino ‘Tino’ Pasutto is a senior principal at Stantec and is a skilled sales and negotiation leader with 15+ years in business management. Tino is known by customers for his strategic approach to uncovering opportunities and helping them understand business issues that once addressed will allow them to improve their competitiveness.

 

Outline of This Episode

  • [0:45] What is negotiation?
  • [1:05] Why is it so important?
  • [1:28] Why do salespeople HATE negotiation?
  • [2:51] Santino’s negotiation process
  • [4:39] Empathy is more important than ever
  • [5:46] Negotiation techniques to embrace
  • [7:23] Tino’s top 3 dos and don’ts
  • [10:35] Favorite negotiation story

The challenges within a negotiation

Both parties in a negotiation have shared and opposing interests. The goal of a negotiation is to narrow the gaps between those opposed interests and understand […]

By |2020-10-07T09:31:21-06:00September 30th, 2020|Sales Reinvented Podcast|0 Comments

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 |2020-10-07T09:31:37-06:00September 23rd, 2020|Sales Reinvented Podcast|0 Comments

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 |2020-10-07T09:31:47-06:00September 16th, 2020|Sales Reinvented Podcast|0 Comments

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 |2020-10-07T09:32:02-06:00September 9th, 2020|Sales Reinvented Podcast|0 Comments

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

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 |2020-10-07T09:32:23-06:00August 26th, 2020|Sales Reinvented Podcast|0 Comments

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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