Sales Reinvented

This week on the show, Marit Chervier de Ruiter brings her expertise in combining commercial structure with psychoanalytical principles to help businesses achieve long-lasting results in negotiation and sales. We dig into the critical differences between negotiation strategy and tactics, Marit shares game-changing tips for high-stakes negotiations, and how to cultivate stronger, more collaborative relationships with clients. She also shares her top dos and don'ts in negotiation and offers a real-world example of navigating a challenging deal with grace and success. Outline of This Episode [00:00] Build value step-by-step in negotiations to create stronger long-term relationships. [05:33] Know your audience, predict reactions, and stay agile. [06:48] Choose negotiation strategy based on relationship: competitive for one-off deals, collaborative for long-term relationships. [12:03] Be cautious about sharing too much information in negotiations to prevent the other party from using it against you. [10:13] Marit's top three negotiation dos and don'ts. [13:44] A real-life scenario where Marit's informal strategy resets the negotiation tone. Strategies and Tactics for High-Stakes Sales Your strategy is your overall plan: the “why” and “what” behind your negotiations. It's about defining your end goal and determining the outcomes you hope to achieve. Tactics, on the other hand, are the practical steps and techniques you employ during the negotiation—the “how” that helps implement your strategy. Marit brilliantly uses the analogy of the board game Risk. Your strategy might be to conquer the most territories in Asia, but your specific moves—where to place armies, which battles to pick—constitute your tactics. This symbiotic relationship between strategy and tactics is at the heart of effective negotiation. Incremental Value Creation as a Powerful Negotiation Strategy When entering high-stakes deals, Marit's go-to strategy is incremental value creation. Rather than rushing in to claim as much as possible, she advocates for building value collaboratively and step by step. This approach aims to expand the “pie” for all involved, rather than fighting for the largest slice of a smaller one. Incremental value creation doesn't just lead to higher deal outcomes—it also lays the groundwork for strong, long-term relationships. As Marit notes, being able to foster trust and collaboration through this approach is just as important as the immediate value of the deal itself. Tactics for Gaining Leverage in Complex Deals Marit's experience has equipped her with three favorite negotiation tactics that consistently deliver results: Giver's Gain & Reciprocity: By giving value upfront, you trigger the powerful psychological principle of reciprocity. When you offer something, the other side is often compelled—sometimes unconsciously—to give in return. The Power of Silence: Marit emphasizes that listening is critical. Silence can be uncomfortable, leading others to fill the gap with information. The insights gained from simply listening can be incredibly valuable in steering negotiations. Never Go Alone: In high-stakes negotiations, going as a team allows you to multitask during meetings—you can observe nonverbal clues, take notes, listen attentively, and strategize in real time. Solo negotiators simply can't do it all; teamwork is a tactical advantage. Collaborative vs. Competitive Approaches Marit highlights the importance of tailoring your negotiation strategy to the context. If you're pursuing a one-time transaction, a more competitive stance may suffice. But if you're aiming for a long-term relationship, collaboration and value creation take precedence. However, what if your counterpart takes a competitive approach despite your collaborative intentions? Marit's advice: acknowledge the approach, reset the tone, and strive to steer the discussion toward shared value rather than mere positional bargaining. Marit wraps up the episode with a real-world example: facing a key client who violated a contract but remained strategically vital. Instead of severing ties, her team reset the relationship through informal conversation before formal negotiation, split roles as “good cop, bad cop,” and found a mutually acceptable solution. The outcome? A salvaged relationship and a creative, trust-based agreement. Connect with Marit Chervier de Ruiter Marit Chervier de Ruiter 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

Sean Sidney is known for his original negotiation concepts like "logic levers," the "persuasion sandwich," and "Bluff-4," and has trained more than 8,000 professionals to secure better deals and deliver real business value. I'm talking to Sean this week all about how procurement pros gain leverage in even the most high-stakes deals. Sean generously shares his favorite tactics, including how to use threats respectfully, the power of emotional acceptance, and the strategic application of logic levers. Whether you're in sales or procurement, Sean's actionable, relatable insights will help you navigate challenging negotiations, avoid common pitfalls, and forge better business relationships. Plus, you'll hear real-world stories from Sean's own career, practical tips to recognize and counter aggressive negotiation moves, and the essential dos and don'ts that every negotiator should live by.  Outline of This Episode [05:52] Emphasize emotion in persuasion: connect emotionally, be respectful, wrap emotional appeal around threats, and use logic to justify decisions. [07:11] Strategize to unsettle competitors and align sales for the best deal. [12:25] Focus on win-win negotiations by trading asymmetric variables to maximize value. [14:15] Collaborative negotiation involves sitting side by side to achieve mutual success. [18:54] Appreciate negotiating tips; emphasize quid pro quo strategy. [23:14] Understanding stakeholders' drivers and using backdoor selling effectively can influence decisions. Mastering Negotiation in Sales and Procurement At the foundation of effective negotiation lies a clear understanding of the difference between strategy and tactics. Sean Sidney succinctly explains: Strategy is the overarching plan designed to achieve a specific objective. Tactics are the specific actions or maneuvers employed to implement that strategy. For instance, a buyer's objective might be to reduce costs. The strategy could range from developing new suppliers to collaborating for value creation. Tactics are then the moves—such as employing “logic levers” or persuasive messaging—that bring the chosen strategy to life. The Power of Gaining Leverage Sean's go-to negotiation strategy, especially in high-stakes procurement deals, is to gain leverage. Leverage puts pressure on the other party to make concessions without having to give away value early. While it can seem aggressive, Sean emphasizes that this approach can be effective in both win-win and win-lose scenarios, provided you use the right tactics and maintain respect for the relationship. However, leverage isn't about domination. Leverage, when used with progressive and collaborative tactics, creates the opportunity for both parties to get their share of the “pie”—even when that pie grows through collaboration. The Persuasion Sandwich So, how do you gain and apply leverage without damaging long-term relationships? Sean introduces three core negotiation tactics, ultimately wrapped into what he calls the Persuasion Sandwich: Action Consequences (The “Threat”): This is where you clearly articulate the consequences of non-action, e.g., “We can't supply you unless the price increases.” While the term “threat” might sound harsh, it's simply drawing clear boundaries. Emotional Acceptance: To prevent escalation or defensiveness, frame tough messages with empathy and respect. “I'd love to work with you, but due to our costs, we can't lower our price further.” It's about being hard on the issue, soft on the person. Logic Levers: Make your position believable and credible. Use logic by highlighting your worth as a partner, creating a sense of competition with others, or subtly shifting value focuses to place the other party off balance. These levers (us, others, them) make your persuasive message more convincing. By blending these elements, the persuasion sandwich becomes a sophisticated yet non-confrontational way to negotiate assertively without alienating your counterpart. Harnessing Preparation and Recognizing Tactics One of Sean's golden rules is that preparation is everything. He advocates spending 80% of your effort preparing—analyzing your own and your counterpart's position, planning your moves, and developing tradeable concessions. Even the most skilled negotiators wish they had prepared more. Understanding and countering aggressive tactics—like strong anchoring, “take it or leave it” offers, or last-minute demands comes down to anticipation and response. Recognize the move, re-anchor with confidence and logic, or be ready with a tradeable variable to maintain balance. Sean distinguishes between two classic strategies: Win-Lose (transactional, competitive, price-focused) Win-Win (collaborative, value-focused, deals with asymmetric variables that provide differing value to each side) While not every negotiation will veer toward true collaboration, building trust, focusing on shared objectives, and sometimes even shifting your “seating” position from face-to-face (competitive) to side-by-side (collaborative problem-solving) can move negotiations along the spectrum toward a win-win outcome. Putting It All Together Sean also shares a memorable story from his first week in a procurement role. By aligning internally with stakeholders and skillfully bluffing the supplier (using the persuasion sandwich), he secured a €200,000 saving, timely delivery, and stakeholder buy-in for future projects. Sean's advice is to prepare meticulously, wield tactics thoughtfully, always trade and never move for free, and build genuine rapport. Whether you're in sales or procurement, mastering both strategy and tactics, and knowing when to use each, will set you apart as a true negotiation hero. Remember, the best negotiators seek to win, but they also strive to grow the pie for everyone at the table. Connect with Sean Sidney Become a Negotiation Hero by Sean Sidney  Sean Sidney 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

I'm sitting down with Kent Kononoff, a seasoned B2B sales leader with over 25 years of experience in sales and sales leadership. Kent is known for his expertise in value-based selling, collaborative negotiation, and strategic planning to drive high-stakes deals. Kent shares his go-to collaborative approach, his favorite negotiation tactics like calibrated questioning and strategic silence, and reveals his top dos and don'ts for effective negotiations.    Plus, don't miss a real-world story that brings these concepts to life and a powerful reminder that everyone in your organization, including those outside of sales, can all uncover new opportunities. Outline of This Episode   [04:30] Kent's three favorite negotiation tactics—including collaborative questioning and strategic silences [07:43] Effective negotiation strategies include value-based selling and collaborative approaches. [09:38] How to spot aggressive tactics like unrealistic deadlines or extreme terms and stay calm under pressure  [14:24] Avoid undermining your own sales pitch [16:10] Leveraging strong customer relationships and market positioning to secure new opportunities    Confident, Collaborative, and Value-Driven Negotiation Kent frames strategy as the overarching plan—your big-picture approach to closing a deal, shaped by your objectives, the client relationship, your position in the marketplace, and how your company is perceived. Tactics are the actionable tools that help execute the strategy: the specific maneuvers, like deploying credibility-building testimonials or positioning yourself as a subject matter expert. Strategy provides direction; tactics are how you get there. When it comes to high-stakes negotiations, Kent prefers a collaborative strategy. Instead of pushing generic solutions, Kent concentrates on building rapport, understanding the customer's precise needs, and creating a solution that fits the individual circumstance. This approach sets the stage for trust and long-term partnership. We also discuss why not every negotioation counterpart will be cooperative—some may come in with a “win-lose” mentality. According to Kent the secret is to stay patient, ask calibrated questions, and gradually guide even competitive negotiators toward mutual understanding. Relationship-building and deep discovery remain essential, ensuring that you become more of a partner than just another vendor. Essential Negotiation Tactics for Difficult Deals Kent's negotiation toolkit is robust but centers on three tactics: Calibrated Questions: Asking calibrated questions, positions you and the customer as teammates working on a problem together. Examples are, “How can we solve this together?” or “What are the biggest challenges your team faces?” Strategic Silence: Sitting with silence can be uncomfortable, but Kent believes “sales are made in the silence and lost in the noise.” Pausing give clients space to share objections or hesitations they wouldn't otherwise have mentioned. Anchoring: Kent believes in anchoring expectations early on during discovery. By citing market trends or industry challenges, he helps shape a realistic frame of reference, making pricing discussions smoother down the road. The Irreplaceable Role of Planning Planning, Kent insists, is everything. Quoting Benjamin Franklin, he reminds us: “If you fail to plan, you are planning to fail.” Kent attributes 90% of success to diligent preparation, including knowing your customer, mapping out strategies and tactics, and setting clear objectives. Ad-hoc negotiation may result in occasional wins, but consistent, sustainable results only come with meticulous planning. Recognizing and Countering Aggressive Tactics In negotiations, especially with professional buyers, you'll inevitably encounter aggressive tactics—take-it-or-leave-it offers, last-minute demands, or anchoring at a very low price. Kent's advice? Stay calm, never react impulsively, and always use your rapport to bring the conversation back to shared goals and values. Ask clarifying questions to uncover the real motivations behind demands, and always know your own BATNA (Best Alternative To a Negotiated Agreement) so you're prepared to walk away if necessary. Sales isn't just the job of the “sales team.” Any team member, from operations to delivery drivers, can spot opportunities and bring them forward. It's a culture of service and curiosity that uncovers hidden value for both customer and company. Thoughtful negotiation transforms sales from a transactional contest into a platform for partnership and value creation. From strategy and planning to calibrated questions and collaborative tactics, Kent Kononov's wisdom offers B2B sales professionals a powerful toolkit for success in even the most challenging deals. Remember: Prepare, listen deeply, and always seek the win-win.   Connect with Kent Kononoff Linkedin Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Welcome back to the Sales Reinvented podcast! In this episode, I'm joined by globally recognized negotiation expert Mark Raffan, founder of Negotiations Ninja and author of "Nine Secrets to Win Deals and Influence Stakeholders." Mark is known for his straightforward, actionable insights that drive real results.    Our conversation unravels the often-misunderstood differences between negotiation strategy and tactics and explores how they can work together to produce winning outcomes in high-stakes deals. Mark shares his tried-and-tested techniques for planning, stakeholder mapping, and using both collaborative and competitive approaches. He also reveals his top negotiation dos and don'ts and provides a great real-world example of turning a stalled deal into a win through smart strategy and tactical moves.   To learn more about how to better prepare for complex negotiations and counter aggressive buyer tactics, tune into this episode—it's packed with the kind of practical advice you won't want to miss.   Outline of This Episode [05:38] Stay silent after asking a question in negotiations for effective results, wait for the counterparty to respond without interjecting [07:33] Ask for specific returns, avoid open-ended requests, and clarify what happens if your request is denied [12:19] Explore various negotiation strategies and adapt them to each situation for the best outcome [16:26] Take-it-or-leave-it offers are often bluffs to hasten negotiation—respond by exploring flexibility calmly [17:28] Walk away if negotiation needs aren't met; slow down when facing last-minute demands [20:43] Mark's top dos and don'ts in negotiations [24:00] Reviving a stalled $500K deal strategy   Negotiation Strategy vs. Tactics Mark sets the stage by making a critical distinction at the start: negotiation strategy is your overarching game plan, while tactics are the specific moves you make to get from point A to point B. Imagine setting sail; your route, preparation, and destination are your strategy, while the course corrections and adjustments you make en route are your tactics.   Negotiators often conflate the two, winging it with a handful of tactics and no defined destination. Mark's advice is to know what you want before you even enter the room, or risk negotiating with nothing concrete to ask for or offer.   Planning for High-Stakes Deals Mark underscores the vital role of planning in negotiation success: “80% of success is in the prep.” This isn't about just showing up with instincts and hoping for the best—real value is discovered in understanding both your levers and those of every stakeholder involved.   Stakeholder mapping and leverage analysis are the bread and butter of Mark's approach. Many sales professionals make the mistake of only engaging with procurement, assuming that price and delivery are the be-all and end-all. In reality, multiple stakeholders shape a deal, and understanding their unique concerns opens new avenues to add value and find leverage.   Shockingly, Mark sees less than 20% of negotiators (maybe even less than 10% in sales) invest the necessary effort in planning. Those who skip prep and rely solely on talent or instinct often fail under pressure. Three Game-Changers for Challenging Negotiations When it comes to effective negotiation tactics, Mark shares his top three: Strategic Silence: After posing a question, resist the urge to fill the void. Silence gives the other party space to reveal more information—and sometimes their true position. It's a sign of respect and a tool for deeper discovery. Mark recommends holding your tongue as long as it takes, even if the silence feels uncomfortable. Conditional Giving: Never concede without getting something in return. If someone asks for a discount, don't just agree. Make the concession conditional and specific—“I might be able to do that, if you can X.” Avoid open-ended or vague counteroffers. The “What If I Say No?” Test: To clarify the other side's fallback plan (and your own), gently ask, “What will you do if I say no?” This can unblock negotiations and uncover true deal breakers, bringing clarity to tough conversations. Flexing Between Approaches In complex sales scenarios, Mark recommends reading broadly and flexibly applying lessons drawn from various schools of negotiation thought. Whether it's Harvard's collaborative “win-win,” a competitive strategy, or a hybrid approach, sticking rigidly to one philosophy is a mistake.   Use whatever is best suited for the situation that you're in, and be willing to flex. If the situation or negotiation style of the other party changes, so should your approach. The most effective negotiators are those who can pivot between collaboration and competition as needed.   Handling Aggressive Buyer Tactics Sales professionals often face aggressive techniques—take-it-or-leave-it ultimatums, last-minute demands (nibbles), or attempts to rush. Mark's advice: don't get flustered or succumb to urgency. Most “take it or leave it” situations are bluffs; calmly acknowledge and probe for flexibility. If a nibble appears just as you're about to close, slow the process down and, if you make a concession, always ask for something in return. Otherwise, you're inviting further nibbles and training buyers to keep pushing limits.   Resources & People Mentioned You Can Negotiate Anything by Herb Cohen Camp Negotiations Win-Win = Lose-Lose according to Allan Tsang, Negotiations Ninja Podcast Ep #207   Harvard Negotiation Programs     Connect with Mark Raffan Mark Raffan on LinkedIn Negotiations Ninja  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED

In this episode, we dive into the complex world of negotiation with Dr. Joshua Weiss, an expert in conflict resolution. Dr. Weiss is known for his ability to balance competition and cooperation in high-stakes negotiations, which allows negotiators to reach optimal agreements without compromising on key objectives.  He walks us through the difference between strategy and tactics in negotiations and emphasizes the importance of approaching negotiations as opportunities for problem-solving. Rather than focusing on compromises, Dr. Weiss advocates for a strategic balance that allows both parties to achieve their goals while fostering long-term relationships.  He shares his top negotiation tactics, including adaptability, radical empathy, and prioritizing collaboration over quick fixes. Tune in as we explore how to approach negotiations with clarity, confidence, and a mindset geared toward achieving meaningful outcomes. Outline of This Episode (0:00) Introduction to Dr. Joshua Weiss (1:00) The Difference Between Strategy and Tactics in Negotiation (4:30) Top Three Negotiation Tactics (7:45) Planning and Role-Playing for Successful Negotiations (9:10) Most Common Negotiation Strategies (13:00) Counteracting Aggressive Negotiation Tactics (15:45) Joshua's Top 3 Dos and Don'ts in Negotiation (18:50) Applied Strategies in Real-life Experience Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving I Getting Back to the Table: 5 Steps for Reviving Stalled Negotiations Connect with Dr. Joshua Weiss Joshua Weiss Negotiation & Conflict Resolution Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Most people–even most salespeople—walk into a negotiation focused on what they want. They're thinking about numbers, margins, and commission. But that lens makes it easy to miss the real levers that move a deal forward. Lisa Earle McLeod breaks down why effective negotiators don't start with tactics—they start with the other person's world. What do they care about? What are they under pressure to deliver? What does a win look like for them? By grounding the conversation in outcomes that matter to the buyer, salespeople can create more alignment, trust, and momentum.  Lisa shares how front-loading value and clarity early on often removes the need for drawn-out back-and-forths later. And when tension rises, the prep work you did—mapping out their goals, not just your own—is what keeps your lizard brain from hijacking the moment. Negotiation becomes less about squeezing out a win, and more about making it easy for the other side to say yes. Outline of This Episode (0:00) Introduction to Lisa Earle McLeod (02:57) How to Avoid Negotiating on Price (05:35) Trust-Based Negotiation Tactics (08:25) Why Negotiation Planning Matters (10:34) How to Avoid Manipulative Sales Tactics (13:49) Dealing With Aggressive Buyers (17:07) Real-World Negotiation Example Resources & People Mentioned Lisa Earle McLeod's website Selling with Noble Purpose Connect with Lisa Earle McLeod 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

What determines value in your company? What should founders be asking themselves regarding pricing to determine value in their company? How do you know an effective negotiation strategy? On today's episode, Paul Watts welcomes back Sonia Dumas. Sonia is a selling strategist, entrepreneur, and co-author of The Market Ownership Method: 7 Proven Principles and One Profitable Plan for Higher ROI Clients. Sonia has worked with industry giants like Intuit, Investopedia, Starwood, and Marriott, just to name a few. Today she will discuss experience-based negation strategies and effective negation tactics. Outline of This Episode (0:00) Introduction to Sonia Dumas (1:15) The Difference Between Strategy and Tactics in Negotiation (4:45) Sonia's Most Effective Negotiation Strategy (9:55) Planning for Successful Negotiations (11:30) Managing Complex Sales: Simplify (13:00) Counteracting Aggressive Negotiation Tactics (15:00) The Top Three Negotiation Dos and Dont's Resources & People Mentioned The Market Ownership Method: 7 Proven Principles and One Profitable Plan for Higher ROI Clients Connect with Sonia Dumas Sonia Dumas - WOMEN Sales Pros Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

According to experienced coach and emotional intelligence expert Nicole Soames, founder and CEO of Diadem, ambition is the strategy that helps people get the most out of their negotiations.  Nicole joins Paul on the show to unravel the complexities of negotiation and explore everything from the critical differences between strategy and tactics to practical ways to prepare and plan for high-stakes deals.  With over 30 years of experience, Nicole shares her expert insights on maintaining emotional intelligence, the power of ambition in negotiations, and how to effectively navigate and counter those challenging tactics often used by professional buyers. Tune in to this episode if you're ready to revolutionize how you approach negotiation conversations.  Outline of This Episode (00:00) Understanding Negotiation Strategy Dynamics (05:04) Ambition is the Key to Successful Negotiations (07:52) Negotiation Strategy: Anticipate and Balance (11:16) Effective Negotiation Planning Tips (13:44) Emotional Intelligence in Sales (17:48) Tactical Negotiation Awareness (19:41) Negotiation Tactics, Including Spot and Deflect (23:32) Everyday Negotiations Build Skill Resources & People Mentioned Maya Angelou  Connect with Nicole Soames Nicole Soames on LinkedIn  Diadem Performance  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Your sales strategy gives you direction and frees up mental bandwidth, so don't undervalue the importance of strategic planning before negotiations start.  In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage in high-stakes deals. We explore the importance of preparation, understanding your counterparty's interests, and the power of active listening in shaping successful negotiation outcomes.  We also discuss common negotiation strategies used in complex sales and how to identify and address aggressive tactics with emotional intelligence. Susan shares personal experiences and offers practical tips to enhance your negotiation skills, ensuring all parties walk away happy.  Outline of This Episode (00:00) Introduction to Susan Borke (06:14) Effective Negotiation Preparation Strategies (09:44) Embrace Diverse Perspectives in Sales (12:22) Understanding Clients' Perspectives in Negotiations (13:55) Recognizing and Disconnecting from Aggressive Negotiation Tactics (19:39) Negotiating Job Title and Staffing (21:07) Do Your Research and Determine Whether What You're Offering Fits Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Connect with Susan Borke Susan Borke on LinkedIn  BorkeWorks  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

In this episode of Sales Reinvented, we sit down with Joanne Smith, a pricing expert and author of The Price Negotiation Playbook. Joanne dives deep into the world of price negotiation, sharing her proven strategies and tactics for navigating tough pricing conversations. Whether you're dealing with price pressure or high-stakes deals, Joanne's expert insights will help you confidently handle price negotiations and ensure you get the value you deserve. Outline of This Episode (0:52) What are the key differences between negotiation strategy and tactics? (1:58) How should companies adapt their pricing strategies during times of uncertainty? (3:50) Joanne's go-to negotiation strategy for high-stakes deals (5:45) Joanne's three favorite negotiation tactics (9:13) How important is planning in negotiation strategy and tactics? (10:35) Common negotiation strategies (and choosing the best to use)  (14:40) How can salespeople recognize and counter aggressive negotiation tactics? (17:15) Joanne's top three negotiation strategy and tactics dos and don'ts (19:37) Can you share a real-world example of a successful negotiation? (15:00) What role does integrity and fairness play in successful negotiations? Connect with Joanne Smith 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

What if the key to successful negotiations wasn't about securing the best deal right away, but about building a lasting relationship that leads to ongoing success? In this episode, Paul Watts sits down with Mike Figliuolo, founder of Thought Leaders LLC, to explore how fostering relationships during the negotiation process can lead to more fruitful, long-term partnerships. Mike, a seasoned leader with a background in both the military and corporate America, shares how he's applied relationship-building strategies in high-stakes negotiations to ensure long-term success for both parties involved. Outline of This Episode (0:00) Introduction to Mike Figliuolo (1:40) The Difference Between Strategy and Tactics in Negotiation (2:31) Mike's Go-To Negotiation Strategies (3:37) Top Three Negotiation Tactics (5:59) Planning and Role-Playing for Successful Negotiations (7:06) Managing Complex Sales: Breaking Deals into Smaller Components (8:49) Counteracting Aggressive Negotiation Tactics (10:56) Top 3 Negotiation Strategy and Tactics dos and don'ts (14:41) The Importance of Relationships in Negotiation Resources & People Mentioned LinkedIn Learning Connect with Mike Figliuolo 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

What's the secret to successful negotiations? It's not just about making offers or striking deals—it's about creating the right kind of friction. In this episode, Paul Watts sits down with negotiation expert Saad Saad, who emphasizes that introducing healthy tension into conversations is a key strategy for achieving favorable outcomes. Saad explains how friction in a negotiation helps both parties fully assess the terms, leading to stronger, more deliberate decisions. Tune in to hear how mastering the art of friction can transform your approach to high-stakes deals and turn challenging negotiations into opportunities for success. Outline of This Episode (0:58) The difference between strategy and tactics (1:50) Saad's go-to negotiation strategy for high-stakes deals (2:47) Saad's three favorite negotiation tactics (4:56) The role of preparation and self-awareness in negotiation (6:52) Common negotiation strategies for complex sales (8:27) Handling aggressive negotiation tactics (11:35) Saad's top negotiation dos and don'ts (15:13) Saad's real-world negotiation story Connect with Saad Saad BOOK: In the Lead 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

What's the real difference between negotiation strategy and tactics, and why does it matter so much in high-stakes deals? In this episode of Sales Reinvented, we're joined by Stuart Foster, an international sales performance coach, who answers this question and shares his expertise on navigating complex negotiations.  Stuart reveals how understanding the balance between strategy and tactics can be the key to closing deals, building long-term relationships, and ensuring mutual success. Whether you're negotiating with a tough buyer or trying to secure a lasting partnership, Stuart's actionable advice will equip you with the tools you need to master the art of negotiation. Outline of This Episode (0:51) What is the difference between negotiation strategy and tactics? (1:26) How should strategy and tactics complement each other in a deal? (2:22) Stuart's go-to negotiation strategy for high-stakes deals (5:28) The role of planning in negotiation strategy and tactics (6:55) Common negotiation strategies in complex sales (8:55) How to handle aggressive negotiation tactics from buyers (10:30) Stuart's top three negotiation strategy dos and don'ts (13:38) Real-world example of applying strategy and tactics in a high-stakes deal Connect with Stuart Foster 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

In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals.  Whether you're negotiating with customers, suppliers, or partners, Jeanette's approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to navigate negotiations with confidence and integrity. Outline of This Episode (1:00) Jeanette defines the difference between negotiation strategy and tactics (2:44) Jeanette's go-to negotiation strategy for high-stakes deals (3:57) Jeanette's three favorite negotiation tactics for leveraging tough deals (6:10) Normative leverage and how it applies to collaborative negotiations (7:35) The role of planning in developing negotiation strategies and tactics (8:51) How do you determine the most effective negotiation strategy? (11:16) Recognizing and countering aggressive negotiation tactics (15:24) Jeanette's top three negotiation do's and don'ts (18:53) Navigating a sticky real-world negotiation  Resources & People Mentioned Negotiation Preparation on the Fly Connect with Jeanette Nyden 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

In this episode of Sales Reinvented, host Paul Watts is joined by Phil Brown, founder of The Negotiation Club. With over 30 years of experience in procurement, Phil shares his wealth of knowledge on the nuances of negotiation strategy and tactics. Whether you're negotiating high-stakes deals or everyday contracts, Phil's insights will equip you with the tools to make confident, effective decisions and outmaneuver tricky negotiation tactics. Phil walks us through the key distinctions between strategy and tactics, the power of asking the right questions, and how to navigate aggressive negotiation styles with finesse. He also explains the psychology behind anchoring and shares simple but powerful tactics, like using odd numbers and summarizing, to create an edge in negotiations. Outline of This Episode (1:10) What's the difference between negotiation strategy and tactics? (2:06) Phil's go-to negotiation strategy for high-stakes deals (3:34) The top three negotiation tactics Phil swears by (6:35)) The role of planning in negotiations (7:56) The different strategies used in complex sales (10:41) Handling emotional responses in negotiations and why staying calm is key (15:06) Phil's Do's and Don'ts in negotiation strategy and tactics (20:03) How odd numbers made a big impact on the outcome of a negotiation Connect with Phil Brown 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

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

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

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

]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

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

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

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

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

In this episode of Sales Reinvented, sales expert Diane Helbig joins us to tackle one of the biggest hurdles in sales—handling objections. Diane shares her strategies for understanding and responding to objections with empathy, confidence, and a solution-focused mindset.  From listening carefully to asking the right questions, Diane helps us see how thoughtful responses can turn potential roadblocks into opportunities. Tune in as she outlines her top dos and don'ts, shows how empathy can build trust, and reveals how the power of listening and learning can lead to sales success. Outline of This Episode [1:00] The most common types of objections  [1:52] The biggest mistake salespeople make [3:23] How Diane responds to objections [5:17] The role of empathy in handling objections [7:59] How to handle objections with confidence [9:46] Diane's top three objection handling dos and don'ts [13:14] Overcoming your own objections  Connect with Diane Helbig 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

According to Justin Zappulla, 90% of objections fall into three categories: The customer doesn't see the value in what you're proposing as it relates to the price you're charging. They don't think you can help (or they don't trust that you can) and believe there's a better alternative. They don't have a need for your product or service (maybe you haven't quantified their pain point and identified their need to establish urgency). Most objections come up because salespeople don't handle the sales process properly. Justin believes that the better you handle the process, the fewer objections you'll get. But you have to qualify opportunities correctly. Learn more in this episode of Sales Reinvented.  Outline of This Episode [0:54] Common types of objections salespeople face [3:33] The biggest mistakes salespeople make [5:46] Justin's process to respond to objections  [8:18] The role of empathy in handling objections [10:24] How to handle objections with confidence [12:43] Justin's top objection-handling dos and don'ts [16:23] Don't address the wrong objection Resources & People Mentioned Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals Connect with Justin Zappula 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

In this episode, sales expert Steve Hall challenges the idea of “overcoming” objections, seeing them instead as opportunities to build trust. He shares how understanding the nature of objections—whether they're real concerns or just initial brush-offs—can strengthen sales conversations at every stage.  Steve emphasizes the role of empathy, listening, and confidence, and provides his top objection-handling strategies, including how to address price concerns without immediately discounting. By reframing objections and approaching them with curiosity, Steve shows how sales professionals can turn these challenges into lasting relationships and closed deals. Outline of This Episode [1:02] Common objections that salespeople face [2:14] The Biggest mistake salespeople make [3:20] How Steve responds to objections [6:38] The role of empathy in handling objections [7:43] How to handle objections with confidence [9:36] Steve's top 3 objection handling dos and don'ts [11:36] Turning challenging objections into sales Connect with Steve Hall 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

Sales objections, often centered around price or perceived overselling, can trip up even the most seasoned sales professionals. Kendra Lee emphasizes the importance of listening without rushing to respond, allowing salespeople to truly understand whether they're addressing a real concern or simply a misunderstanding.  In this episode, she explains how to use thoughtful questions to uncover the prospect's true motivations without setting “traps.” Building trust is key, as is showing prospects that their best interests are at the heart of the conversation. Tune in to learn Kendra's top strategies for confidently addressing objections with empathy and skill. Outline of This Episode [0:45] The most common objections salespeople face [1:50] The biggest mistake salespeople make [3:29] Kendra's strategy for responding to objections  [5:05] The role of empathy in handling objections  [6:58] How to handle objections with confidence [9:02] Kendra's top 3 objection handling dos and don'ts [10:29] Overcoming a price and scope objection Connect with Kendra Lee 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

What % of the time are you facing your top three objections? If it's 75% of the time, it's time to do something about it. You want to reduce the percentage of the time you're receiving that objection. You can only do that by learning the most common objections you face. Caryn has the solution. Learn how to leverage her 3P process in this episode of Sales Reinvented.  Outline of This Episode [0:58] Common types of objections salespeople face [2:48] The biggest mistake salespeople make [4:11] How Caryn responds to objections [6:01] The role of empathy in objection-handling [7:00] How to handle objections with confidence [9:45] Caryn's top objection-handling dos and don'ts [11:43] Flipping the switch with a hesitant prospect Connect with Caryn Kopp 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

In this episode of Sales Reinvented, Tim Wackel shares his tried-and-true strategies for navigating objections with confidence. He walks us through common mistakes salespeople make, emphasizing the importance of understanding where objections come from and responding thoughtfully rather than defensively.  Tim breaks down his three-step approach—Understand, Play Back, and Connect—highlighting how to align with the prospect by showing empathy, gaining clarity, and building trust. Listen in to learn how to turn objections into opportunities for connection and build stronger customer relationships in the process. Outline of This Episode [0:46] Common types of objections salespeople face [1:38] The biggest mistakes salespeople make with objections [3:00] How Tim responds to objections  [4:10] The role of empathy in objection-handling  [5:53] How to handle objections with confidence  [7:12] Tim's top objection-handling dos and don'ts [8:54] Don't get ahead of yourself [10:22] Handling a well-founded sales objection Connect with Tim Wackel 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

In this episode of Sales Reinvented, Melissa Madian dives into the psychology behind objections in sales conversations—specifically how most objections aren't really about the surface-level concerns expressed by buyers. Instead, they stem from a fear of change and disruption to the status quo. Statements like: “That feels expensive...” “That seems hard...” “I don't have time to do that...” …aren't about price, complexity, or time. These objections reflect a deeper emotional resistance. So how can sales professionals address these concerns effectively? Melissa shares actionable strategies to help you navigate these hidden fears with empathy and confidence. Outline of This Episode [1:07] The common type of objections salespeople face [2:30] The biggest mistake salespeople make with objections [4:50] How Melissa responds to objections  [7:06] The role of empathy in objection handling  [8:50] How to handle objections with confidence [12:00] Melissa's top objection-handling dos and don'ts Connect with Melissa Madian 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

Handling sales objections is a delicate art—one that requires empathy, persistence, and creative problem-solving. Melinda Emerson, a seasoned sales expert, shares her strategies for overcoming objections, shifting conversations from price to value, and building trust with clients.  Her insights offer valuable lessons for sales professionals navigating challenging negotiations, especially with small business owners. In this episode, she explores practical ways to handle objections with empathy and confidence, whether the pushback is about price, decision-making authority, or timing. Outline of This Episode [1:19] Common types of sales objections [2:33] The biggest mistake salespeople make [6:10] How Melinda responds to objections [8:52] The role of empathy in handling objections [12:08] How to handle objections with confidence  [13:39] Melinda's top 3 objection-handling dos and don'ts [15:50] Melinda's six-year sale Connect with Melinda Emerson 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

When a prospect voices an objection, it's easy to assume the issue lies on the surface—whether it's price, timing, trust, or product fit. But according to Nick Kane, these aren't always the real obstacles.  Often, the true cause remains hidden beneath what's initially said. In this episode of Sales Reinvented, Nick emphasizes how understanding the root cause of an objection can turn pushback into a meaningful opportunity for growth. Outline of This Episode [0:59] The most common types of objections  [2:13] The biggest mistake salespeople make [3:44] How Nick responds to objections [5:10] The role of empathy in handling questions [6:17] How to handle objections confidently  [8:18] Nick's top 3 dos and don'ts [11:27] Overcoming the “timing” objection Connect with Nick Kane 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

Objections are an inevitable—and valuable—part of the sales process. Amy Franko explains why it's essential to welcome objections from prospects. Often, objections reflect concerns around value, trust, or priorities. Identifying which category the objection falls into can guide how you respond. In episode #430, Amy offers actionable strategies to help you handle objections with confidence. Outline of This Episode [0:58] Common objections salespeople face [3:10] The biggest mistake(s) salespeople make [4:31] How to respond to objections [7:05] The role of empathy in handling objections [9:06] How to handle objections with confidence [11:32] Amy's dos and don'ts for handling objections  [15:01] Turning a challenging objection into a sale  Connect with Amy Franko 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

Salespeople tend to assume that any question a customer asks has the potential to be an objection. But it may simply be a request for clarification or a concern. That being said, Bob Apollo believes that there are four significant categories of objections. The customer doesn't need what you're trying to promote  They might need what you're trying to promote but there's no urgency to move quickly They'd like to move forward but they can't afford the cost They haven't built a relationship of trust with you and aren't sure they'll get the outcome they're looking for Some level of questions and concerns are natural. If they don't challenge you, you have to wonder how seriously they're evaluating it. When objections do arise, how do you handle them? Bob shares his strategy in this episode of Sales Reinvented.  Outline of This Episode [0:46] The most common types of objections [2:36] The biggest mistakes people make with objection handling [3:36] Bob's strategy for responding to objections [5:15] The role of empathy in handling objections [7:06] How to handle objections with confidence [10:22] Bob's top 3 objection handling dos and don'ts [12:21] Turning a challenging objection into a successful sale Connect with Bob Apollo  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  

In this episode of Sales Reinvented, Brian Ahearn breaks down how to effectively handle objections, with price being the most common. He explains that salespeople must guide comparisons to demonstrate value, making price less of a hurdle.  Preparation is key—knowing objections in advance and addressing them early builds trust and credibility. Brian shares his “Feel, Felt, Found” technique to handle objections empathetically, using social proof and cognitive triggers to ease resistance. Finally, he recommends a “speed dating” style of role-playing objections to build confidence and sharpen skills through repetition. Outline of This Episode [0:46] The most common types of objections [2:35] The biggest mistake (and how to avoid it) [4:10] How Brian responds to objections [5:43] The role of empathy in objection-handling  [8:54] How to handle objections with confidence [11:54] Top 3 objection-handling dos and don'ts [13:05] Turning an objection into a successful sale Resources & People Mentioned Brian's TEDx talk about his wife Connect with Brian Ahearn 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

We've all heard the usual objections—“The price is too high” or “You're not a good fit for us.” But what about the objections no one talks about? Many deals fall through because prospects perceive real or imagined risk. Others are paralyzed by decision fatigue, overwhelmed by the options in front of them.  In this episode of Sales Reinvented, you'll learn how to uncover these hidden barriers, shift objections into conversations, and build trust that leads to yes. Dive into the key insights below, then listen to the full episode to sharpen your sales game! Outline of This Episode [1:12] The most common types of objections [3:05] How to overcome prospect overwhelm [4:22] The biggest mistakes people make [7:45] How Lisa responds to objections [9:04] The role of empathy in objection-handling  [11:09] How to handle objections with confidence [14:10] Top 3 objection-handling dos and don'ts [17:00] Turning an objection into a successful sale Resources & People Mentioned B2B Sales Strategy: Avoid Prospect Stalls and Stops Connect with Lisa Magnuson Follow on X 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

Because so many competitors are hiding behind digital tools, far fewer are calling prospects. That's why cold-calling is amazingly relevant. But you have to practice your craft. Wendy Weiss has been training salespeople for 24 years. When most people learn a simple scripted system, know it inside and out, and practice it consistently, picking up the phone is easy. She shares why she believes scripting is so important in this episode of Sales Reinvented.  Outline of This Episode [1:01] What is cold-calling? Is it still relevant? [2:42] Is cold-calling an art and a science? [3:32] How Wendy prepares for cold-calling  [5:59] Wendy's effective opening lines and techniques  [7:01] To script or not to script? [8:46] Tools, technology, and metrics Wendy uses [11:58] Wendy's top cold-calling dos and don'ts [15:01] How Wendy handles objections and rejections Resources & People Mentioned Contact Science  Get Wendy's FREE Sales Prospecting Toolkit Connect with Wendy Weiss 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

Cold-calling is the art of creating a new possibility. When someone makes a cold call, they're often focused on “I have to get this meeting. I can't blow this. I need this deal.” They're so focused on themselves and their own agenda that they can't create possibilities.  You have to understand the prospect's greatest pain and how you can align their pain with the value that you can deliver. The only way any salesperson can do that is by discovering where the prospect is today and where they want to be tomorrow. Keith Rosen shares how to do that in this episode of Sales Reinvented.  Outline of This Episode [1:00] What is cold-calling? Is it still relevant? [5:00] Is there a science to cold-calling? [16:24] Keith's top cold-calling dos and don'ts Connect with Keith Rosen 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

When you're calling someone out of the blue, you have to gain their attention. To do so, you need to be direct, honest, and strong. But whatever you do, you have to meet the prospect as who they are. You need to know their personality to know the best way to pique their interest. Jordan covers the rules he follows to conquer cold calls and book meetings in this episode of Sales Reinvented.  Outline of This Episode [0:45] What is cold-calling? Is it still relevant? [1:34] Is cold-calling an art and a science? [2:09] Pattern interruptions [3:04] How Jordon prepares for cold-calling  [4:21] Jordon's effective opening lines and techniques  [5:22] To script or not to script? [6:19] Tools, technology, and metrics Jordon uses [7:48] Jordon's top cold-calling dos and don'ts [10:16] How Jordon handles objections and rejections Connect with Jordon Rowse Orum Koncert  Kixie HubSpot Salesforce Crystal Knows Humantic.ai Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

The Art of Cold-Calling with Chris Cicconi, Ep #423 Early in his career, Chris Cicconi believed cold-calling was a science. He came prepared with a script, knew everything about who he was talking to, and knew when to execute. But as his career has evolved, the process has become more of an art. Now he gathers a general idea of his persona, where they work, and what their industry is like but he doesn't rely on the structure like he did in the past. He shares how his process helps him book more meetings in this episode of Sales Reinvented.  Outline of This Episode [0:46] What is cold-calling? Is it still relevant? [2:08] Is cold-calling an art and a science? [3:23] How Chris prepares for cold-calling  [5:05] Chris's effective opening lines and techniques  [7:11] How to keep a cold call engaging [9:06] Indispensable tools, technology, and metrics [10:26] Chris's top cold-calling dos and don'ts [15:57] How Chris handles objections and rejections Resources & People Mentioned Trellus Power Dialer Connect with Chris Cicconi 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

There's still nothing like picking up the phone and having a person-to-person conversation. But the key to a great conversation is being positive, passionate, and prepared. You have to gather data-driven insights and use them to refine your approach.  You have to believe in and be passionate about your product or solution. You must be positive. Stuart shares how to combine the three keys to book more meetings in this episode of Sales Reinvented.  Outline of This Episode [0:42] What is cold-calling? Is it still relevant? [1:42] Is cold-calling an art and a science? [2:51] You must be positive, passionate, and prepared [4:05] Stuart's effective opening lines and techniques  [5:41] How to keep a cold call engaging [7:07] Indispensable tools, technology, and metrics [9:03] Stuart's top cold-calling dos and don'ts [11:38] How Stuart handles objections and rejections Resources & People Mentioned ChatGPT LinkedIn Sales Navigator Crystal Knows Connect with Stuart Foster 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

Cold-calling is valuable because it's the fastest and most efficient way to connect with a prospective client—and it's becoming one of the least common prospecting channels. Too many people are intimidated by phone calls and avoid it entirely. If you're one of the few salespeople still willing to pick up the phone, you have an advantage. Learn how to leverage that advantage in this episode of Sales Reinvented.  Outline of This Episode [1:07] What is cold-calling? Is it still relevant? [2:53] Is cold-calling an art and a science? [3:48] Block cold-calling time in your calendar  [5:23] Jamie's effective opening lines and techniques  [7:42] How to keep a cold call engaging [9:34] Tools, technology, and metrics [12:26] Jamie's top cold-calling dos and don'ts [16:16] How Jamie handles objections and rejections Resources & People Mentioned ChatGPT Cognism Connect with Jamie Wood jamie(at)boostmedia.com.au 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

Cold-calling is an opportunity to plant seeds that you can nurture. It allows you to build meaningful new business relationships. Simone Laraway believes that as long as it's part of a wider campaign, it's still incredibly relevant.  But how do you approach cold-calling? What makes it more effective? Simone shares her strategies in this episode of Sales Reinvented. Outline of This Episode [0:52] What is cold-calling? Is it still relevant? [1:46] Is cold-calling an art and a science? [2:55] How Simone prepares for cold-calling  [5:16] Simone's opening lines and techniques  [6:14] How to keep a cold call engaging [7:42] Tools, technology, and metrics [10:22] Simone's top cold-calling dos and don'ts [12:58] How Simone handles objections and rejections Resources & People Mentioned LinkedIn Sales Navigator MailChimp Connect with Simone Laraway 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

Cold-calling success hinges on your ability to listen and ask great questions. The more good questions you ask, the more likely you are to get your prospect to say “yes” to a meeting. It can be too easy to interrupt and be combative when you know they don't understand what you're saying. Ashleigh's process will help you move beyond baseless objections to that elusive “yes.” She details her strategy in this episode of Sales Reinvented.  Outline of This Episode [0:58] What is cold-calling? Is it still relevant? [2:26] Is cold-calling an art and a science? [3:32] Get into the performance mindset [5:06] Ashleigh's opening lines and techniques  [6:30] How to keep a cold call engaging [8:05] Tools, technology, and metrics [10:50] Ashleigh's top cold-calling dos and don'ts [12:56] How Ashleigh handles objections and rejections Connect with Ashleigh Early 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

Cold-calling isn't easy. You face constant rejection. But it's all part of the process. The only thing you can control is doing your research so you know your prospects. You consistently make the calls and speak to the prospect's pain points.  What happens after your call is out of your control. Once you accept and embrace this fact, the pressure subsides. So how do you measure the process? Scott Cowley shares his strategy in this episode of Sales Reinvented.  Outline of This Episode [0:42] What is cold-calling? Is it still relevant? [1:45] Is cold-calling an art and a science? [2:41] How Scott prepares for cold-calling [4:41] Scott's opening lines and techniques  [6:14] Keeping a cold call engaging [8:29] Tools, technology, and metrics [10:58] Scott's top cold-calling dos and don'ts [14:19] How Scott handles objections and rejections Connect with Scott Cowley 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

Tyler Hickey is a science guy. He tried to make cold-calling a science. Eventually, he realized there's an art to it as well—and you have to master both. If you start by mastering your scripts, learning frameworks, and digging deeper into objections, you'll be well on your way. Tyler shares his trade secrets in this episode of @SalesReinvented.  Outline of This Episode [0:45] What is cold-calling? Is it still relevant?  [2:31] Is cold-calling an art and a science? [4:11] How Tyler prepares for cold-calling [5:15] Opening lines and techniques  [6:07] How Tyler keeps cold-calling engaging [7:57] Indispensable tools and technology  [10:03] Tyler's top cold-calling dos and don'ts [12:49] How Tyler handles objections/rejections Resources & People Mentioned Outreach Lead IQ Phone Ready Leads Connect with Tyler Hickey 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

According to Rex Biberston, as long as people still pick up their phones, there will be value in cold-calling. Obviously, it's truer for someone where using the phone is a normal part of their workday. If they're talking to customers daily, they're likely still answering unanticipated phone calls.  That being said, there is a procedure and methodology to cold-calling that can make you more effective. The reality is that most of it can be learned and improved upon. Rex shares some of his expert tips in this episode of Sales Reinvented.  Outline of This Episode [0:52] What is cold-calling? Is it still relevant? [2:07] Is cold-calling an art and a science? [2:59] How Rex prepares for cold-calling [4:30] Rex's opening lines and techniques [6:15] How to keep cold calls engaging [8:50] Tools and technology to leverage [10:53] How Rex measures effectiveness [12:39] The risks of using a parallel dialer [14:22] Rex's top cold-calling dos and don'ts [17:10] How Rex faces objections/rejections Resources & People Mentioned Nooks Connect with Rex Biberston 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

Dillon emphasizes that you have to be articulate and understand that everyone you talk to is different. You have to learn the art of people. You're a random person—it should be expected that you'll get hung up on. To avoid the probability of that, you have to understand their business, ask the right questions, and say the right things.  You need to learn more about the prospects than ever before. Knowing their title isn't enough. You need to be able to offer them something of value. It all starts and ends with research. Learn Dillon's research-backed cold-calling process in episode #415 of Sales Reinvented.  Outline of This Episode [0:51] What is cold-calling? Is it still relevant today?  [1:33] Is cold calling an art and a science? [3:05] How Dillon prepares for cold calling [4:56] The opening lines Dillon uses [6:08] How to keep a cold call engaging  [7:23] Tools, technology, and metrics [8:52] Dillon's top cold-calling dos and don'ts [11:42] How Dillon handles objections Resources & People Mentioned Outreach.io Salesloft Apollo Connect with Dillon Tucker 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

Cold-calling currently remains the only personal approach to interacting with a prospect that can't be replicated by AI. That's why the conversation you have is incredibly important. Valentyn Kokoshko believes that if you follow some simple rules on your calls. Valentyn lays out his efficient and effective process in this episode of Sales Reinvented.  Outline of This Episode [0:52] What is cold-calling? Is it still relevant?  [2:05] Is cold-calling an art and a science? [3:00] How Valentyn prepares for cold-calling [6:06] How Valentyn uses permission-based openers [8:07] How to keep a cold call engaging  [20:05] Tools, technology, and metrics [11:53] Valentyn's top cold-calling dos and don'ts [13:35] How Valentyn handles objections Connect with Valentyn Kokoshko 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

Joe Pici is direct. He believes you need to have great skills and an overall strategy with everything you're doing related to cold-calling. In fact, Joe won't put anyone on a phone until they've had 4–7 hours of in-depth strategy, skills, and scripting training.  His three-day sales bootcamp is ranked #1 in the world. The first day, they only focus on communication styles (and how to adapt). On day two, they focus on value proposition, target market, and scripting. On day three, they make two hours of cold calls.  They average a 77% conversion to appointments. They get 50–60 return phone calls the same day. So what does Joe do differently? Learn more in this episode of Sales Reinvented.  Outline of This Episode [1:01] What is cold calling? Is it still relevant? [1:30] The strategy and skill of cold calling [2:34] How Joe prepares for cold-calling [4:18] Joe's most effective opening line [5:43] Why Joe scripts cold calls [7:23] Joe's favorite tool: a Focus Board [12:11] Joe's top cold-calling dos and don'ts  [13:08] How Joe handles objections/rejections [16:00] Get a free cup of coffee Resources & People Mentioned Get access to Joe's FREE webinar Connect with Joe Pici Connect on LinkedIn Follow on Twitter Call Joe at (407) 947-2590 Pici & Pici Inc.  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

You can give two sellers the same script. One seller sounds like they're reading the script in a monotone voice. The other achieves amazing results because they modulate their voice. You can also control tonality.  You can vary the pitch of your voice. You can increase the flow of your breath to change how you sound. If you drill down and really strive to understand these things, they move from the realm of art and become a science. That's why Arlo believes that your voice is your #1 cold-calling tool. When used properly, your voice can propel you toward the results you desire. Arlo shares the methods and techniques he uses to master cold-calling in this episode of Sales Reinvented.  Outline of This Episode [1:08] What is cold-calling? Is it still relevant?  [2:07] The art and science of cold-calling  [3:18] How Arlo prepares for a cold-calling session  [6:49] Effective opening lines and techniques  [9:47] Scripting or not scripting? [10:38] Tools, technology, and metrics [11:23] Arlo's top cold-calling dos and don'ts [13:38] How Arlo handles objections Resources & People Mentioned The Announcer's Test Ronen Pessar Belal Batrawy Josh Braun Connect with Arlo Hill 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