100 episodes

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.

Sales Reinvented Paul Watts

    • Careers
    • 5.0, 8 Ratings

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.

    Why Emotional Control is Imperative in a Negotiation with Jeb Blount

    Why Emotional Control is Imperative in a Negotiation with Jeb Blount

    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 you can use to become a better negotiator—don’t miss it!
    Outline of This Episode [1:01] Jeb’s definition of negotiation [2:04] Negotiation is the precursor to profit [3:10] Salespeople find negotiation uncomfortable [5:20] The rules Jeb follows in the negotiation process [10:01] Emotional control and other important attributes [13:16] The MLP Strategy (motivation, leverage, and power) [17:18] Important negotiation dos and don’ts [20:34] Jeb’s eye-opening negotiation story Negotiation isn’t an inherent part of western culture Negotiation is essentially emotionally controlled conflict. Jeb points out that because it’s inherently conflict, it’s difficult for people in western economies to engage in. Negotiation isn’t an everyday facet of our lives like it is in some Eastern cultures, such as India. If you’re in the UK, US, or Canada you don’t negotiate—you pay the price. 
    Because negotiating isn’t a part of our everyday existence, we aren’t good at it nor do we like it. There’s a lot of stigma surrounding negotiating. In some instances, if you attempt to haggle or negotiate a price it’s met with contempt and an upturned nose—leaving you embarrassed. When it isn’t a cultural norm, it can feel uncomfortable. It can feel like rejection. It feels like a zero-sum game with distinct winners and losers. 
    Unfortunately, most salespeople aren’t properly trained how to negotiate. If they are, they’re trained by someone who typically doesn’t have sales experience. On the flip side, most procurement people are professionally trained negotiators who know what they’re doing and take advantage of that fact. 
    Three rules for the negotiation process Jeb embraces a few rules as part of his negotiation process: 
    Rule #1: Don’t negotiate until you’ve already won the deal. Until you’re selected as the vendor of choice, don’t attempt to negotiate—or you’re just negotiating with yourself.
    Rule #2: Leverage the negotiation triangle. Make sure you develop a great relationship with someone in the stakeholder group. Once they select you, you’re typically shoved off to procurement who want to lower your prices. It’s nice to have a stakeholder to reach out to if it seems you’re at an impasse.
    Rule #3: Incorporate a give-take playlist. Jeb points out that you should never give without taking something in return. He emphasizes that “I want to be able to give things to the buyer that are low-value to me but high-value to the buyer while I take things away from the buyer that are high-value to them.” The more you take, the more painful the negotiation process becomes—thereby compelling them to stop negotiating and align on a deal.
    A salesperson must master emotional control Jeb believes that emotional control is paramount to your success:
    “Don't negotiate when you're hungry. Don't negotiate when you're tired. Don't negotiate when you're worn out. Because when you're in those positions, you're more likely to give things away that you don't have to...When you're worn out, there's a limit to your willpower, your emotional control, and discip

    • 28 min
    How to Become a Successful Negotiator with Mladen Kresic

    How to Become a Successful Negotiator with Mladen Kresic

    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 negotiation important in business? [1:50] Why salespeople don’t like to negotiate [3:22] Mladen’s value-based negotiation process [5:00] Attributes of a successful negotiator [6:51] Negotiation tools, tactics, and strategies [10:03] Top 3 negotiation dos and top 3 don’ts [13:25] Mladen’s favorite negotiation story Why do salespeople struggle with negotiation? Mladen notes that negotiation is viewed as an adversarial process. Most sales professionals want to be liked by their customers. They want to please them. To some, entering into a negotiation feels like they’re putting that relationship on shaky ground. But Mladen believes that if they must view a negotiation as a process to achieve a result versus giving it a negative connotation. Doing that will change the process for the better and help you become a successful negotiator. 
    Secondly, Mladen sees a lot of salespeople who don’t know when to walk away. They can be so desperate for a sale to meet their quota that they overlook things they shouldn’t. They’re so focused on being liked and reaching a deal that they get frustrated when the deal is dead. They have to learn to walk away when and if necessary. 
    How Mladen prepares for a high-stakes negotiation Mladen focuses his negotiations around what he calls the leverage cycle. It’s value-based leverage that is about delivering an outcome to the buyers. It creates confidence in the seller that they can deliver what the buyer seeks to improve. 
    Mladen also focuses on agenda management. Most people think about an agenda in terms of how to conduct a meeting, interaction, or phone call. Instead, Mladen focuses on a macro-agenda, or what the entire process looks like—the resources and activities that need to happen in that timeline. 
    Mladen believes it is THE most critical aspect of the process that we should focus on in order to thrive as a successful negotiator.
    The attributes of a successful negotiator Everyone has natural traits that will not necessarily change so you must play to your strengths. Mladen emphases that negotiation is an art AND a science and there are some things that can be learned, but that these traits are paramount to your success:
    Genuine Curiosity: Genuine curiosity is absolutely critical. What makes the other side tick? What do they value? What do they need out of this relationship? Confidence without arrogance: A prospect wants to feel that you’re confident in your product/service but are humble in your approach. Competence: You need to know your product or service well and be knowledgeable about the counterparty as well.  Integrity: Salespeople have a poor reputation because they’re perceived as lacking integrity, which is why this attribute is so important.  Compassion: You have to have a level of compassion for the people you’re negotiating with and be able to put yourself in their sh

    • 17 min
    How Your Mental Mindset Impacts a Negotiation with Mary Grothe

    How Your Mental Mindset Impacts a Negotiation with Mary Grothe

    Are you aware of how your mental mindset impacts the entire negotiation process? Do you walk into a negotiation feeling timid or unsure? Or are you confident and prepared for the negotiation process? Mary Grothe understands how mindset influences the negotiation process and has developed a strategy that she’s found success with. Listen to this episode of Sales Reinvented to hear her take. 
    Mary Grothe is the CEO of Sales BQ®, an outsourced RevOps firm of fractional VPs of Sales, Sales Ops, and CMOs who serve companies across the nation by profitably rebuilding their sales & marketing departments and growing their revenue by focusing on the Behavioral Quotient (BQ) and proven inbound + outbound strategies. Don’t miss Mary’s unique insight into the negotiation process!
    Outline of This Episode [1:04] Mary’s definition of negotiation [1:24] Why negotiation is so important [2:15] Why don’t salespeople like to negotiate? [3:27] A negotiation begins with your mental mindset [11:38] Negotiations tools, tactics, strategies [13:46] The 4 levers Mary recommends using [15:52] Mary’s favorite negotiation story The negotiation process starts with adjusting your mental mindset Mary points out that most executives know how to negotiate. If you go into a negotiation knowing that the person on the other end of the table is educated in negotiation tactics, you can go in with a different mindset. You’ll know that they’ll take one look at your proposal and will never agree to the first terms set forth. If you have the expectation they WILL negotiate, it changes how you approach the entire process. 
    A lot of salespeople crumble, give in on pricing, and don’t get great margins on their deals. So how does she prepare for the negotiation process? Understand that it’s about getting a win-win for both sides. Then you must calculate your walk-away point: your starting point, your middle point that you present as the walk-away point, and then your full walk-away point. Knowing what each of these numbers are helps prepare you and boosts your confidence.
    Remove emotion from the negotiation process Mary emphasizes that you must remove emotion from the negotiation process—it sets you up for failure. Salespeople are known for “desperation justification”. They have a quota they have to meet by the end of the month or end of a quarter. Most negotiators know this. What if this deal is HUGE and you’re behind on your quota? What if you don’t know your pricing? Do you come across as lacking confidence or knowledge about your product and service?
    Trained negotiators—and your prospect—can pick up on your emotion and lack of confidence. Unfortunately, it gives them the leverage they need to negotiate a better deal for themselves. Knowing that you need a deal gives them the upper-hand. But if you remove emotion and any ulterior motives from the process you can level the playing field. Keep listening to hear Mary’s full thoughts on the topic.
    The importance of PCE: passion, conviction, and enthusiasm Mary strongly believes that a great negotiator must embrace ‘PCE’:
    Passion: You must be passionate about your product or service and completely bought-in to solving the prospect’s problem. It helps the prospect become comfortable with moving forward with you. Conviction: You must have conviction about how your product/service will help your prospect. Show that you can quantify your problem and present case studies, testimonials, etc. that prove you can solve their problem.  Enthusiasm: If you exude enthusiasm and get the buyer bought in and enthusiastic about the sale, you’re shrinking the negotiation game. They’re excited about getting the deal done and less focused on negotiating price and contract terms.  Mary also notes that salespeople must be assertive and confident. When a salesperson believes they can sol

    • 20 min
    How to Master the Negotiation Process with Chad Burmeister

    How to Master the Negotiation Process with Chad Burmeister

    The negotiation process isn’t always easy for a salesperson to navigate. But mastering the process is paramount to your success. The bottom line: if you can’t negotiate well you won’t fare well in anything you do in life. In this episode of Sales Reinvented, Chad Burmeister joins me to talk about some of the parts of the negotiation process that salespeople shy away from—and how to change it. 
    Chad Burmeister is the Founder and CEO of ScaleX.ai, which promises to deliver an “unfair competitive advantage” by helping your salespeople increase lead frequency and sales competency. He is the author of multiple books, including AI for Sales and Sales Hack. Don’t miss his stellar insight on the negotiation process. 
    Outline of This Episode [1:29] Our lives are built on negotiation  [1:59] Salespeople aren't comfortable discussing money [4:45] How to master the negotiation process [6:29] Salespeople need to understand the customers’ problem [7:58] Chad’s favorite negotiation closing technique [8:55] Chad’s FUN acronym [11:15] How one negotiation changed Chad’s life The importance of negotiation Chris Voss was the first to make the phrase “everything is a negotiation” popular—and for good reason. Chad points out that nearly everything we do involves negotiation. When you make a purchase, engage in a conversation, or play with your kids, some sort of negotiation is involved. Chad points out that it’s well worth any monetary investment to go from a ‘C’ level negotiator to an ‘A+’. Perhaps that change in status means more bookings, more revenue—maybe even fame and fortune. Whatever it is you’re trying to achieve in life can be benefitted from mastering negotiation. 
    Understand that the negotiation process means you’ll talk about Money The Objective Management Group has studied close to two million salespeople and found that only 54% are comfortable discussing money. A salesperson NEEDS to be able to comfortably discuss money in the negotiation process—yet most can’t stomach it. Chad sees that as one of the biggest roadblocks to a successful negotiation. 
    Chad notes that the discomfort associated with discussing money is often associated with the way you were raised. Did your family have money? Were they savers or spenders? Did they avoid discussing money at all? If you can understand your money mindset and buying pattern, you can learn how to master this part of the negotiation process. 
    Instead of letting a prospect walk away to “look at other vendors” you have to be comfortable pointing out what you discussed. “I thought we’ve discussed your priorities and requirements? You’ll save a million and increase sales by 5.4 million. Why do you need to look at the other vendors?” Chad shares another story about haggling in Mexico that drives the point home—so keep listening. 
    Roleplay the negotiation process When Chad completed his MBA, he took a class on power, politics, and negotiation. They spent a lot of time role-playing negotiations. Roleplaying in class with other students was the catalyst he needed to learn the negotiation process inside and out. 
    Aside from consistent practice, Chad recommends taking a class or reading a book—you can even play poker. Learning the art of poker is a great way to learn how to see people’s tells, when they’re exaggerating, etc. 
    Chad also believes you need to master closing techniques. Instead of “let’s schedule our next step meeting” at the end of a meeting, ask “If I could... would you…?” You’re essentially giving them an option to voice any objections they have to closing the deal in that meeting. 
    To hear more of Chad’s advice—including his thoughts on gap selling—keep listening!
    How Chad’s negotiation process changed his life Chad’s second job out of college was with Airborne Express. He

    • 16 min
    Why Successful Negotiations Hinge on Relationship Building with Dr. Daniel Shapiro

    Why Successful Negotiations Hinge on Relationship Building with Dr. Daniel Shapiro

    Relationship building is an important aspect of the negotiation process, according to Dr. Daniel Shapiro. Whether you’re negotiating with a prospective customer, negotiating with a spouse, or negotiating with another country—it all hinges on the ability to build a relationship. In this episode of Sales Reinvented, we talk about building relationships, attributes of a great negotiator, top 3 negotiation dos and don’ts, and much more. Don’t miss this one!
    Dr. Daniel Shapiro is a world-renowned expert on negotiation and middle-east politics. He was the US ambassador to Israel from 2011–2017. He also founded and currently directs the Harvard International Negotiation Program. Dan consults regularly for government leaders and Fortune 500 companies and has advised everyone from hostage negotiators to families in crisis, disputing CEOs to clashing heads of state. He is also the author of two best-selling books, Negotiating the Nonnegotiable and Building Agreement: Using Emotions as You Negotiate.
    Outline of This Episode [1:06] Humans are constantly negotiating [2:05] Changing the negative perception of negotiation [3:49] Dan describes the pillars of his negotiation process [7:37] The attributes of a great negotiator [8:44] Allow your customer autonomy  [11:44] Top 3 negotiation dos and don’ts [17:05] Dan’s favorite negotiation story The entire sales process consists of negotiation The common misconception of negotiation is that it’s just one part of the sales process in which costs are debated. The reality is that the entire sales process is a negotiation. Anytime you interact with someone else with a purpose in mind you are negotiating. Most salespeople love their jobs and it’s simply one part of the process that brings them more stress. How do we change that? 
    Dan states that you must change how you view the negotiation process. Firstly, you must focus on building a relationship with the customer. Many salespeople naturally excel in relationship building. Secondly, you must listen with intent: Figure out what your counterpart actually wants and where their interests lie. 
    The process doesn’t have to encapsulate an “us against them” mentality. You should present options for mutual gains and invent new ideas with the customer. Be innovative with your approach so they don’t move on to the next salesperson. 
    The pillars of Dan’s negotiation process Dr. Dan emphasizes throughout the episode that relationship building skills are key. The first pillar that he sets forth is all about building the relationship. Building a relationship is your greatest source of influence now AND into the future. The more you can build a good trusting relationship with some sense of connection the more effective you will be in the negotiation process.
    Per Dan, “The most effective negotiations by and large—in the business realm and the international realm—are side by side. They are cooperative.”
    Conversely, no salesperson is in it just for the relationship. They are also motivated to make a good sale. Aside from building a relationship with the prospect, you need to be keenly aware of their interests. What’s motivating their behavior other than getting a good deal? Are they hoping for a promotion? Is their budget quite low? Dan acknowledges there could be 1,000 different reasons—but it’s your job to find out what those reasons are. 
    With the foundation of a relationship and the knowledge of what motivates them, you can work to craft a potential agreement that meets their interests—and yours. 
    The importance of autonomy A great negotiator is an avid listener. They learn what their counterpart cares about, what they want out of the relationship, what they’re fearful of, and what they’re dreams and aspirations are. They don’t listen to exploit, but they listen to craft an agreement that works fo

    • 22 min
    Salespeople Must Embrace the Negotiation Conversation

    Salespeople Must Embrace the Negotiation Conversation

    Do you view negotiation as a conversation? Or a battle with clear winners and losers? Nicole Soames joins me in this episode of @SalesReinvented to start the conversation surrounding negotiation—and reveal why so many of the mindsets salespeople have regarding negotiation are faulty. She shares common misunderstandings, how to prepare for a negotiation, and much more.
    Nicole Soames is the CEO & Founder of Diadem Performance, a commercial skills training and coaching company. She is passionate about applying emotional intelligence to negotiation conversations. Nicole is a best-selling author and sought after coach whose savvy advice is revealed in this episode of Sales Reinvented. Be sure to listen!
    Outline of This Episode [0:49] Nicole’s definition of negotiation [1:07] Negotiation is a conversation [2:52] Why salespeople don’t like to negotiate [5:46] Negotiation isn’t a process—but a conversation  [8:04] Emotional intelligence is the #1 attribute you must possess [9:56] There are no shortcuts: negotiation preparation is key [11:43] Nicole’s top 3 negotiation dos and don’ts [13:24] Don’t engage in negative internal conversations [14:35] How children are powerful negotiators Common misunderstandings about negotiation  Many salespeople mistake negotiation for haggling or bartering. If you shift your viewpoint to negotiation as a conversation, you’re better equipped to build a long-lasting relationship. People are only as powerful as the conversations they have. Nicole believes we achieve results based on the conversations we have with others. Everything is negotiable—but you can only receive if you first ask. 
    Another faulty misconception is that salespeople are schooled in the philosophy that the customer is always right. So when they enter a negotiation conversation, they have placed the customer on a pedestal. By doing so, they cede control and power to the prospect and end up paying dearly for those relationships.
    Salespeople are usually engaged with a procurement person—who is well-versed in negotiation tactics. Because each of these people are leaning on their learned skills, a negotiation conversation often ends in disagreement, deadlock, and disappointment. What is the easiest way to avoid that? Keep listening to find out!
    Negotiation needs to be a conversation  Most people who have received negotiation training are taught that it’s a process—it’s linear and theoretical. Nicole is quick to point out that it shouldn’t be viewed as a process but as a negotiation conversation. Thinking about it as a conversation changes the way you engage in the negotiation. You should approach your conversation by contemplating answers to these questions: 
    Why should I feel confident? What will their challenges be? How will I handle them? Am I exhibiting an appropriate level of ambition? How will I break the deadlock?
    Approaching your conversation with emotional intelligence is the largest differentiator and competitive advantage that Nicole can see. You must remember that you’re negotiating with a human. There is a real person on the other side of this conversation. It’s why Nicole advocates for face-to-face communication whenever possible (versus email). 
    How to prepare for your negotiation conversation  There are no shortcuts. Preparation for a negotiation is paramount to its success. One unique tactic that Nicole recommends is to “big yourself up”: write down all the reasons you should feel confident in the negotiation conversation. Build yourself up and read it to yourself. Don’t allow yourself to fall trap to inner conversations that say things like “They won’t say yes” or “Everyone is having a difficult time right now”. 
    Secondly, you must prepare for any curveballs that may come your way. Nicole emphasizes that forewarned is forearmed. And while you want to prep

    • 18 min

Customer Reviews

5.0 out of 5
8 Ratings

8 Ratings

TheSalesHunter ,

It's the Guests!

The quality of the guests and the insights they share is what makes this a great podcast to listen to.

ErikBison ,

Highly recommend!

Paul and his guests share actionable and inspiring lessons on how to achieve success in sales. Highly recommend listening and subscribing if you want the knowledge AND mindsets to reach your sales goals (and stay ahead of the curve)!

LumiNashi ,

Relevant and Timely

This man is on a mission and he is well on his way to catalyzing a profound change in the sales world.

His guest list is awesome! Worth it just to see who he gets next.

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