Sales Reinvented

Paul Watts
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Sales Reinvented

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.

  1. 2 DGN GELEDEN

    How Preparation Shapes Effective Negotiations with Scott Chepow

    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

    16 min

  2. 19 MRT

    Unlocking the Secrets of Negotiation with Shawn Karol Sandy

    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

    24 min

  3. 12 MRT

    Why Understanding Character is Key to Negotiation Strategy per Jay Heinrichs

    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

    18 min

  4. 5 MRT

    Learn How to Resource-Based Modeling (RBM) in Negotiations with Santino Pasutto

    ]Mastering negotiation is a game-changer for any sales professional. In this episode, Santino Pasutto shares powerful strategies and proven tactics that have helped him navigate some of the most complex negotiations in the industry.  From understanding the difference between strategy and tactics, to handling aggressive procurement techniques, Santino breaks down the essential elements that make negotiations successful. Whether you're aiming to refine your approach or improve your closing rate, the insights shared in this episode will help you negotiate with confidence and achieve the results you're looking for. Outline of This Episode (0:00) Introduction to Santino Pasutto (1:04) The differences between negotiation strategy vs. tactics (2:14) Santino’s go-to negotiation strategy (3:33) Santino’s favorite negotiation tactics (5:33) The role of planning strategy and tactics (6:39) Resource-Based Modeling (RBM) (9:55) How to recognize and counter aggressive negotiation tactics (12:28) Santino’s top three negotiation strategy and tactics dos and don’ts (15:46) Closing the Deal: Know Your Worth Resources & People Mentioned Resource-Based Theory and the Value Creation Framework Connect with Santino Pasutto 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

    21 min

  5. 26 FEB

    Strategies and Tactics for Negotiating High-Stakes Deals with Randy Kutz, Ep #443

    Negotiation is an art, but it’s also a science—a skill that can be honed to achieve game-changing results. In this episode of Sales Reinvented, negotiation expert Randy Kutz reveals the core strategies and tactics that set top negotiators apart.  Whether you’re at the bargaining table with a major client or negotiating internal deals, Randy’s insights will help you unlock better outcomes, build stronger relationships, and save both time and money. Tune in for a deep dive into the key principles that drive success at the highest levels. Outline of This Episode (0:00) Introduction to Randy Kutz and  (0:56) The differences between negotiation strategy vs. tactics (2:18) Randy’s go-to negotiation strategy (4:35) Randy’s top three negotiation tactics (9:25) The role of planning strategy and tactics (12:21) Common negotiation strategies for complex sales (16:31) How to recognize and counter aggressive negotiation tactics (21:53) Randy’s top three negotiation strategy and tactics dos and don’ts (26:49) Why you shouldn't just throw money at problems Resources & People Mentioned Chris Voss Connect with Randy Kutz Scotwork 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

    33 min

  6. 19 FEB

    Lucy Chamberlain’s Negotiation Tactics and Strategies to Close More Deals, Ep #442

    In this episode of Sales Reinvented, I’m joined by Lucy Chamberlain, founder of C&C Search, to dive deep into the world of negotiation. As a recruitment pioneer in the finance and professional services sectors, Lucy shares her proven tactics and strategies that have helped her consistently win high-stakes deals.  From creating a collaborative atmosphere to handling aggressive negotiation tactics, Lucy provides actionable insights that will help you elevate your own negotiation skills. Whether you’re negotiating with clients or within your team, this episode is packed with valuable lessons that can transform your approach and lead to more successful outcomes. Outline of This Episode (0:00) Introduction to Lucy Chamberlain (1:01) Strategy vs. Tactics: What's the Difference? (2:43) Lucy’s Go-To Negotiation Frameworks (5:11) Top Negotiation Tactics: Power in the Pause & More (7:11) The Role of Planning in Negotiation (8:36) How to Determine what Strategy is Effective  (9:41) Overcoming Aggressive Tactics (10:58) Lucy’s Top Dos and Don’ts in Negotiation (13:42) Winning a High-Stakes Deal Connect with Lucy Chamberlain LinkedIn Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

    17 min

  7. 12 FEB

    Mastering Negotiation Strategy and Tactics with Dr. Keld Jensen

    Have you ever wondered what separates a successful negotiation from a failed one? Is it the strategy, the tactics, or perhaps something deeper? In this episode of Sales Reinvented, we dive into the art of negotiation with Dr. Keld Jensen, a globally recognized expert in the field.  Keld shares his insights on how to craft the right strategy, implement effective tactics, and build trust in negotiations—helping you not only close deals but create lasting value. Whether you’re negotiating with a long-term partner or navigating a high-stakes deal, this episode is packed with valuable strategies that you can apply to your own negotiation process. Outline of This Episode (0:00) Introduction of Dr. Keld Jensen and overview of the episode (1:00) Difference between negotiation Strategy and Tactics (2:42) Keld’s go-to negotiation strategy (4:38) The power of NegoEconomics in negotiation (7:37) The role of planning in negotiation strategy (9:22) How to determine the most effective strategy (12:13) Countering aggressive negotiation tactics (16:43) Keld’s negotiation do’s and don’ts (20:38) Applying strategy and tactics to close a deal Resources & People Mentioned The Elements of Negotiation  SMARTnership Connect with Keld Jensen 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

    25 min

  8. 5 FEB

    Art Sobzcak’s Four-Step Objection Handling Framework

    The most common objections that salespeople hear are the ones they create themselves. They do this by talking too much, pitching too much, or failing to establish value in someone’s mind as to why they should pay for what the salesperson is selling. So how does Art handle objections when they arise? Using his curated four-step objection-handling framework. Learn all about it in this episode of Sales Reinvented.  Outline of This Episode [1:08] The most common types of objections salespeople face [2:33] The biggest mistake that salespeople make [4:39] How Art responds to objections  [7:25] The role of empathy in handling objections [8:40] How to handle objections with confidence  [11:24] Art’s top 3 objection handling dos and don’ts [14:44] Art’s four-step framework at work Resources & People Mentioned Art’s FREE objection masterclass Connect with Art Sobzcak 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

    19 min
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    Info

    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.

    Informatie

    • Maker
      Paul Watts
    • Jaren actief
      2016 - 2025
    • Afleveringen
      100
    • Beoordeling
      Veilig
    • Copyright
      © Sales Reinvented 2016
    • Website van aflevering
      Sales Reinvented

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