Podcasts about sales negotiation

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chaz MacLaughlin. Chaz shares his insights on effective recruiting and interviewing for B2B sales roles, emphasizing the importance of behavioral traits like hard work, curiosity, and teamwork in candidates. He advises on patience in the hiring process and the value of leading, managing, and listening as essential skills for sales professionals. The discussion also touches on the significance of continuous recruitment and an outside-in mentality, providing valuable advice for leaders, recruiters and jobseekers.ADDITIONAL RESOURCESConnect and learn more about Chaz MacLaughlin:https://www.linkedin.com/in/chazmaclaughlin/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:31] The Importance of Behavioral Traits in Hiring[00:10:01] Key Traits for Success: Hard Work, Curiosity, and Teamwork[00:35:20] The Role of Patience and Cultural Fit in Hiring[00:38:19] The Importance of Key Character Traits in Hiring[00:40:29] Recruiting as a Never-Ending Process[00:42:05] The Rule of Three in Recruitment[00:43:07] Challenges and Strategies in Hiring[00:50:40] Essential Skills for Enterprise Sales[00:56:58] The Four Essential Questions for Sales Knowledge[00:57:57] Top Skills for Enterprise Selling[01:03:55] The Outside-In Mentality in SalesHIGHLIGHT QUOTES[00:15:47] "You are a walking audition for what it's going to be like if you're a salesperson and you're interviewing, you're a walking audition for what you're going to be like as a seller."[00:40:39] "Recruiting is not an event. It's a process, and it's a never-ending, constant process."[00:40:56] "The best hires we've ever hired are the not in play players."[00:58:28] "You've got to be an amazing listener and a fantastic questioner."[01:01:56] "If it's important to the customer, it's important to me and it should be important to us."

Want to share your thoughts? Fill out our listener form Request A Customized Workshop For Your Company Ready to elevate your sales game? This highlight reel brings together the best insights from top sales experts to help you close deals with confidence and finesse. Featuring Kim Orlesky on maximizing sales negotiations, Greg Scott on building the ultimate sales skill set, and proven strategies to negotiate, sell, and market your business effectively. Whether you're a seasoned professional or just starting, these episodes will equip you with the tools you need to succeed in the competitive world of sales. Tune in and take your sales strategy to the next level! Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! What's in it for you? Exclusive Advice: Gain insights from top negotiation experts. Community Support: Connect with a like-minded community focused on growth. Personal & Professional Growth: Unlock strategies to enhance every aspect of your life. You deserve to negotiate more of the best things in life, and now you can! Don't wait—be the first in line to experience this game-changing resource.

Want to share your thoughts? Fill out our listener form Request A Customized Workshop For Your Company Ready to elevate your sales game? This highlight reel brings together the best insights from top sales experts to help you close deals with confidence and finesse. Featuring Kim Orlesky on maximizing sales negotiations, Greg Scott on building the ultimate sales skill set, and proven strategies to negotiate, sell, and market your business effectively. Whether you're a seasoned professional or just starting, these episodes will equip you with the tools you need to succeed in the competitive world of sales. Tune in and take your sales strategy to the next level! Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! What's in it for you? Exclusive Advice: Gain insights from top negotiation experts. Community Support: Connect with a like-minded community focused on growth. Personal & Professional Growth: Unlock strategies to enhance every aspect of your life. You deserve to negotiate more of the best things in life, and now you can! Don't wait—be the first in line to experience this game-changing resource.

In this episode, John Kaplan and John McMahon are joined by return guest Keno Helmi, a seasoned five-time CRO, to delve into the nuances of negotiation in B2B sales. Keno offers insights into effectively managing price perception and ensuring the customer's focus remains on the value of the solution, rather than cost. With a focus on crafting an impactful ROI and leveraging business cases, Keno highlights the importance of negotiation as a competency requiring strategic planning and training. Tune in to hear a detailed overview of Keno's negotiation protocol, which includes qualifying negotiation conditions, understanding the customer's alternatives, and the importance of preparing for trade-offs to secure a favorable deal.ADDITIONAL RESOURCESConnect and learn more about Keno Helmi: https://www.linkedin.com/in/keno-helmi-74779329/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:07] Kino Helmi's Career Journey[00:02:05] The Importance of Early Negotiation[00:04:51] Characterizing Your Product as Premium[00:08:03] Handling Pricing and Value Discussions[00:12:24] The Role of Discovery in Negotiation[00:26:12] Budgetary Pricing and ROI[00:33:32] Navigating Late-Stage Sales Challenges[00:35:04] The Importance of ROI in Negotiations[00:40:35] Mastering the Art of Shock and Awe[00:41:53] Qualifying the Negotiation[00:43:34] Leveraging Non-Price Elements[00:44:37] Aligning Sales Reps and Company Goals[00:56:31] Establishing a Walkaway PointHIGHLIGHT QUOTES[00:09:25] "Negotiation is a process, not an event."[00:35:47] "Ultimately, you're going to be judged relative to the ROI."[00:41:04] "Shock and awe: No matter what the counter proposal is, fall out of your seat; provoke a reaction."[01:00:13] "Every great deal has a thousand mothers and fathers to it. Everybody signs up and says, 'Oh, we were part of that deal.' Every bad deal is a rep on an island."

In this episode of the SaaS Sales Performance podcast, we are thrilled to host Hayal Koc, a dynamic sales leader at Salesforce with a wealth of experience in driving sales excellence. Hayal delves into the shift towards a data-driven culture at Salesforce, highlighting the significance of performance management and personalized team enablement. She emphasizes the essential qualities for successful sellers, including curiosity, resilience, emotional intelligence, and grit. Hayal also shares her insights on structuring effective weekly meetings focused on sales negotiation tactics, self-perception, and personal development. Tune in to explore strategies for balancing time management, customer engagement, and leadership commitments, and gain valuable perspectives on adapting sales cycles and messaging in a rapidly changing market.

One of the most important skills any salesperson and sales leader must learn is the ability to effectively negotiate. Often when sales people are under pressure to hit a number and to close a deal, the balance of power can sit with the buyer, especially when the person in the buying organisation is an experienced negotiator. This can result in the sales person giving too much away in order to close the deal, thereby diluting margin and quite often, credibility in the eyes of the customer. In today's episode, I have the privilege of speaking with Mike Inman, an experienced sales leader, procurement specialist, and now, highly sought after negotiations trainer. He is the partner at NegotiationTraining.com by Tableforce, and shares tonnes of value for any sales person and sales leader seeking to increase their capabilities in sales negotiations. To connect with Mike and to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/negotiatormike/ Website - https://negotiationtraining.com/

Negotiation is a powerful tool that everyone should know how to utilize, whether they're in sales or not. This masterclass will teach you powerful tactics for buying anything, increasing your sales, and improving personal relationships. You'll also learn how to block any negotiation tactics used against you.It's time to transform the way you communicate and negotiate in every aspect of your life!____________________________________________________________________Join our weekly calls so you we can help you too! 

In this podcast episode, John Golden from Sales POP Online Sales Magazine and Pipeline CRM interviews Blair Siegler, CEO and founder of Quantico. They discuss the role of negotiation intelligence in B2B sales, focusing on how discounts and concessions affect profitability. Blair shares insights from his time at Meta, emphasizing the importance of a value exchange in negotiations.

In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the final deal and achieve successful negotiations.KEY TAKEAWAYS[00:01:07] Starting early in the sales process is crucial for successful negotiation.[00:02:09] Begin the negotiation process before the other side believes you're negotiating.[00:02:58] Having a better alternative gives leverage in negotiations.[00:04:00] Making negotiations about the client's alternative rather than yours is a powerful tactic.[00:05:51] Procurement's role and the importance of preparing champions for the negotiation process.[00:08:23] The significance of creating a powerful cost justification to resist procurement pressure.[00:10:46] The role of champions as the great equalizer in the negotiation process.[00:12:17] Anticipating competitive tactics and preparing champions to handle external pressure.HIGHLIGHT QUOTES[00:01:26] "Start the negotiation process before the other side believes we're negotiating."[00:03:18] "If the rep doesn't have a solid alternative, it gives the power back to procurement."[00:08:48] "You have to have done such a good cost justification that they feel like they're losing every day that goes by."[00:10:27] "Champions are the great equalizer in a negotiation process."[00:13:52] "We have to prep them because it is going to happen, and we have to role play and ask specifically, what are you going to say when they ask this question."Listen to the full episode with Tim Caito through this link:https://revenue-builders.simplecast.com/episodes/the-secrets-of-sales-negotiation-with-tim-caitoCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

“The more we get them out of logic and into the emotion, the more successful we'll be.” Today, join Brandon (@kingketo) as he guests on The Bulletproof Entrepreneur Show with John Whiting as they discuss effective sales techniques, including how to handle common objections such as 'this might be a scam,' and 'I need to consult my spouse.' The psychological aspect of sales is also explored, focusing on strategic objection handling and emotional management. Equally important is the emphasis on viewing sales as a collaborative journey between buyer and seller. The talk also covers diverse approaches to engaging prospects, varying from identity-centric strategies to those designed to amplify a client's specific desires. Welcome to the Victory Talk Podcast hosted by Brandon Carter. Uncover the strategies for financial growth, physical strength, and a winning mindset as Brandon shares his multi-seven-figure business experience and brings in millionaire friends to drop their knowledge. No fluff, no sponsors, just raw advice. Get ready to seize victory and enjoy the show!➤ Check out John Whiting on Instagram | TikTok | Twitter➤ Watch the YouTube video of this interview HERE!Timestamps:(1:06) - The art of asking questions in sales(3:29) - The drill story: Uncovering the real need(8:05) - The importance of understanding the customer's pain(9:08) - The role of emotion in sales(24:43) - The impact of energy and emotion in sales(29:51) - Understanding different styles and approaches(37:59) - The importance of state control in sales(42:02) - Understanding and overcoming objections(57:14) - The importance of understanding decision making dynamics(1:02:21) - The power of doubt and defense mechanisms(1:08:02) - The role of leadership in decision making(1:22:16) - The power of desire in sales(1:32:26) - The power of intention in achieving success

Enhance your sales negotiation skills with Brian WillIn this episode of the Better Presentations More Sales podcast series entrepreneur and business and sales management consultant Brian Will shares some ideas and tips to enhance your sales negotiation skills.Here are just some of the lessons from Brian's book 'No - the Psychology of Sales and Negotiations' we discuss:Whatever the offer just say No and see where it goesBe willing to walk awayThe more you talk the less they hear and rememberPause for effectEvery presentation has to end with a Yes, No or clear direction You can find more about Brian here: https://brianwillmedia.comHere's the link to the masterclass Brian referred to https://training.brianwillmedia.com/offers/oK2NUq6M/checkout which listeners to this podcast can access for free by inserting the code : SALES Brian's business tip:Overcome the first objection before it is raised. The first objection is that you are a salesperson.If you have a key presentation or pitch coming up here are the links to the Coaching Zoom calls I mention to help you deliver a confident, successful presentation, sales pitch or demo:Key Presentation Coaching Page Key Sales Pitch Coaching Business Leader Presentation Coaching Before you book any training or coaching with me it is important for you to be sure that I'm the right person for you or your team so let's have a 15-20 minute informal no obligation no fee chat on Zoom. Simply click here: Trevor Lee 15 minute meetingCheck out my new book: 7 Steps to Successful Presentations (USA) - 7 Steps to Successful Presentations (UK) - all the royalties I receive go to the Children's Hospice South West Thank you for listening. If you like the show please do leave a review. That would be much appreciated.    Here's how you can connect with me, Trevor Lee, and find out more about how I can help you deliver confident and successful presentations and sales pitches.One to One Business Leader Presentation Coaching Business teams Presentation Training 15 Minute Free 'How can I help you' Zoom callTrevor Lee WebsiteTrevor Lee Linked Trevor Lee You TubeBook: 12 Business Lessons from Running an Ultra Marathon

Paul Ohls is the Chief Revenue Officer at Sprinklr. He has had a successful career in sales leadership, working at companies like Aerotech, Ariba, NuScale, Zillent, Lattice Engines, Medallia, Fuse, tenfold, and now Sprinklr.In this conversation with John McMahon, Paul shares his insights on sales leadership and the importance of hiring the right people. He emphasizes the need for intelligent, driven, and coachable individuals who can ask insightful questions and think critically. Paul also discusses the challenges of forecasting and the importance of focusing on the fundamentals. He highlights the value of understanding the customer's pain points and aligning the solution with their objectives. Additionally, Paul emphasizes the need for a strong pipeline and the importance of conversion rates in driving sales success.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:11] - Overview of Sprinkler and its purpose[00:07:16] - Testing for key characteristics in potential hires[00:24:23] - Focus on testing and optimizing fundamentals in the sales process[00:30:06] - Enabling the team to have a realistic view of their forecast[00:35:45] - Considering the stage of new deals and their likelihood of closing[00:38:56] - Diagnosing reasons for consistently high forecasts.[00:40:12] - Implicated pain and alignment with decision criteria indicate a committable deal.[00:42:07] - Differentiating recruiting process through sales manager pipeline generation.[00:44:35] - Using a simulation exercise to assess candidate skills and fit.[00:54:40] - Key KPIs for decision-making: leading indicators and conversion rates.ADDITIONAL RESOURCESLearn more about Paul Ohls: https://www.linkedin.com/in/paulohls/overlay/about-this-profile/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:19:38]  "If you've done the right things and you truly are connected to a corporate objective, if you think about the concept of a value pyramid, those handful of things that are at the top of that value pyramid, oftentimes the things that the C level CEO has promised Wall Street, has promised investors. We aspire to go from X to Y. We are making acquisitions. We got to monetize those acquisitions, those acquisitions, these, these big things. If you have started there and your solution is you can make a direct correlation between what you are working with your champion on. To the inability of a company to deliver upon those things at the top of the value pyramid, the CFO meeting should be relative, like a relatively easy thing to do." - Paul Ohls[00:55:34] “What we ask our leaders to do is we call it sales manager or sales leader PG. So we're asking pipeline generation. For those that don't know what that means. We ask sellers and other people in the ecosystem to dedicate time. To go build their pipeline on future deals, block out the world, spend your time doing this set of work in a defined period every single week." - Paul Ohls

Welcome back to the Sales Genius Podcast! In today's episode titled "Unleash Your Inner Negotiator: Lessons from Brian Will's' 'NO...' Book," we have a special guest, Brian Wills. Brian is a best-selling author and serial entrepreneur with over 35 years of experience in sales and negotiation. His book, "No: The Psychology of Sales Negotiation," offers 40 invaluable tips that can transform your approach to sales. We are thrilled to have him on the show to discuss his book and share some incredible insights. In this episode, Brian emphasizes the importance of avoiding technical jargon and unfamiliar terms in sales conversations. He explains that when listeners hear something they don't understand, their brain stops and tries to unravel the meaning, causing them to lose focus on the speaker. This leads to confusion and missed opportunities. Brian introduces the "pause for effect" technique, which allows salespeople to check in with their clients throughout the sales process and ensure understanding. While some may naturally employ this technique, others may need to practice it consciously. Through captivating examples and personal experiences, Brian reveals powerful strategies for overcoming objections, mastering sales closing, and building client trust. He highlights the importance of effective fact-finding, the impact of emotional connection in sales, and the necessity of understanding and accepting rejection. Brian provides practical techniques and specific scripting exercises to navigate common objections and create productive conversations with potential clients. So whether you're in the insurance industry, automotive industry, an entrepreneur, or a business owner on LinkedIn, this episode is packed with wisdom and insights to boost your negotiation skills. Join our hosts, Joe Ingram, and AmyLee Westervelt, as they explore the fascinating world of sales and negotiation with the brilliant Brian Wills. Get ready to unleash your inner negotiator! Let's dive in. avoiding technical jargon, unfamiliar terms, sales presentations, sales conversations, loss of focus, confusion, pause for effect, checking in, conscious practice, "chicken" example, price range, middle range, lower-priced option, client hesitates, interest, decision, gathering information, effective fact-finding, talking too much, remembering, successful connections, positive reactions, engagement, sales process, sales organizations, goal, handling rejection, clear response, sales managers, training and support, War Games, Brian Will, No: The Psychology of Sales Negotiation, Joe Ingram, Amy Lee, verbal contract, trust, likability, active listening, objections, connective response, talking too much, pausing for effect, anticipation, scripting techniques, trust-building, wall of mistrust, specific script, second book, understanding psychology, emotionally connecting, car sales, educating the client, own boss, guidance, clear instructions, Brian Will Media, insurance industry, automotive industry, entrepreneurs, business owners, negotiation, wisdom, insights #salesgenius #brianwill #negotiations --- Send in a voice message: https://podcasters.spotify.com/pod/show/salesgenius/message

In episode 42 of On The Whorizon podcast, SWCEO founder Melrose Michaels is diving deep into the art of sales negotiation and sharing proven techniques that will empower OnlyFans creators to maximize their profits. As an OnlyFans model, your success hinges not only on the quality of your content but also on your ability to negotiate effectively with potential subscribers. Understanding the dynamics of sales negotiation can significantly impact your earnings and help you establish a thriving online presence. We'll explore a range of strategies and practical tips tailored specifically for OnlyFans creators. From setting fair prices that reflect your worth to confidently handling customer inquiries, we've got you covered. Our aim is to equip you with the knowledge and skills necessary to negotiate like a pro and ultimately elevate your earning potential. Throughout the podcast, we'll discuss real-life scenarios and break down the key elements of successful sales negotiations. You'll discover how to navigate pricing discussions, overcome objections, and create win-win outcomes that leave both you and your subscribers satisfied. We'll also address common challenges faced by OnlyFans creators and provide actionable solutions to help you overcome them. Whether you're just starting your OnlyFans journey or looking to take your earnings to the next level, this episode is a must-listen.  Ready to boost your earnings and become a master negotiator? Hit that play button and let's dive right in! On The Whorizon is a podcast about what's on the whorizon for sex workers, and how to navigate it. We want to elevate sex worker stories and experiences, as well as provide tangible takeaways to approach online sex work as a business model, should listeners choose to envision it that way. Premiere podcast sponsors: → AssemblyFour ⁠⁠⁠⁠⁠https://assemblyfour.com/⁠⁠⁠⁠⁠ S O C I A L    M E D I A → MelRose's  website: ⁠⁠⁠⁠⁠MelRoseMichaels.com⁠⁠⁠⁠⁠ → MelRose's Instagram: @⁠⁠⁠⁠⁠MelRoseMichaels⁠⁠⁠⁠⁠ → MelRose's Twitter: @MelRoseMichaels → MelRose's Snapchat: MelRoseMichael → MelRose's TikTok: @MelRose_Michaels → SexWorkCEO's Instagram: @⁠⁠⁠⁠⁠SexWorkCEO⁠⁠⁠⁠⁠ → SexWorkCEO's Twitter: ⁠⁠⁠⁠⁠@SexWorkCEO⁠⁠⁠⁠⁠ → SexWorkCEO's Website: ⁠⁠⁠⁠⁠sexworkceo.com⁠⁠⁠⁠⁠ S E X   W O R K   C E O Sex Work CEO is an educational platform where online adult creators can find courses, resources, informational blogs, and industry consulting work through our Influencer Advocacy program. Whorizon is a SexWorkCEO podcast focused on strengthening awareness around the political, societal, and personal impacts on sex work as an industry as well as providing educational resources to help online adult creators grow their businesses. It is our hope that a better informed SW community can better unite and advocate for itself where and when it matters. See more at SexWorkCEO.com  https://www.sexworkceo.com C R E D I T S → Video and Photography By MelRose Michaels → Production By Kevin Byrnes https://www.upwork.com/o/profiles/use... → Music By: Love by LiQWYD https://soundcloud.com/liqwydCreative Commons — Attribution 3.0 Unported — CC BY 3.0 Free Download / Stream: https://bit.ly/3AmrvcXMusic promoted by Audio Library https://youtu.be/Q6toqxlDCR --- Send in a voice message: https://podcasters.spotify.com/pod/show/whorizon/message

Welcome to DealTalk, the live show where you learn the art and science of deal-making.In each episode, your hosts, JN Reyt and Shane Ray Martin guide you through a journey of discovery, providing valuable strategies, actionable tips, and real-life examples/stories to empower you in navigating any situation - whether it's closing a business deal or fostering healthy personal relationships.In this episode, Patrick Tinney, Shane and JN talk about how you can build more pipeline and close deals faster. Drawing from their combined expertise and experiences in sales, they will share insights, engage in thought-provoking discussions, and provide practical advice on tackling the challenges and opportunities that arise in communication and leadership.JN Reyt has a wealth of leadership experience, having successfully navigated various professional and personal environments. Join JN as he shares his wisdom and expertise in communication, leadership, and the future of work. Connect with JN on LinkedIn: www.linkedin.com/in/jnreyt/Shane Ray Martin is a seasoned negotiator passionate about helping you harness the power of effective communication using AI. Connect with Shane on LinkedIn: www.linkedin.com/in/shaneraymartin/ Whether you're a business professional, an aspiring leader, or someone looking to improve your interpersonal skills, DealTalk is the podcast for you. Tune in and unlock the secrets to becoming a better communicator and leader.Stay tuned for free giveaways each month and more live events. Subscribe to DealTalk on Spotify, Apple, and more to never miss an episode packed with valuable insights and actionable strategies.Follow us on LinkedIn for the latest updates:Patrick Tinney: www.linkedin.com/in/patrick-tinney-903556145/JN Reyt: www.linkedin.com/in/jnreyt/Shane Ray Martin: www.linkedin.com/in/shaneraymartin/

Sales Builder Blueprint is being released in less than 2 weeks.If you want to get your hands on the course before it is available and get 25% off,email me mike@survivingoutsidesales.com for more info.To connect with the show: Subscribe, Download & Share!Connect with Mike:Website: Mike O'KellyMike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInIG: Mike O'Kelly - Sales ArchitectTo learn more or if you want help with your Sales Plan, reach out for a FREE strategy session.If you want to have a conversation about:- Scheduling a strategy call for your next move- Help building your business or territory- Starting your own sales podcast.Reach out to me:MikeOKelly.comormike@survivingoutsidesales.com

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The problem with most negotiation training approaches is they often fail to account for the nuances of a sales negotiation based on value. In this episode, Tim Caito, Senior Partner at Force Management, joins John McMahon and John Kaplan to discuss competencies and common pitfalls associated with negotiation. The conversation covers the perception of power and emotions, early preparation and value-building throughout the sales process, the role of champions in negotiation, handling give-gets and package options, and many more negotiation topics. Learn how these concepts apply to your sales team and the current economic environment in this episode of Revenue Builders. Here are some key sections to check out: 01:58 Introducing Tim Caito, Senior Partner at Force Management05:47 Time, Power, and Knowledge in negotiations09:46 The power of emotions and perception of power14:40 Perceptions of value vs. better alternatives21:00 Power and knowledge and the power of champions28:38 Negotiation is a process, not an event56:03 The concept of multiple options Additional Resources:Connect with Tim Caito: https://www.linkedin.com/in/tim-caito-b9045951/Help Sellers Negotiate Successfully in a Shifting Economy: https://forc.mx/40BrxLhHow to Align Cross-Functional Teams on a Negotiation Strategy: https://forc.mx/40CP4M4Our Top Negotiation Resources: https://forc.mx/3ZAVNVg QUOTESTim - Negotiations are a battle of perceptions: “In a negotiation, the side that is perceived to have the better alternative is perceived to have more power, and the science and negotiation are pretty clear on this, the side that is perceived to have more power almost always captures more value in a negotiation.”Tim - Start negotiating before they believe you're negotiating: “Start the negotiation process before the other side believes we're negotiating, and the good news for our sellers out there; when you are executing an effective sales process, you're simultaneously executing a negotiation process, you just got to be aware of it.” Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Top Tips: DEI's Value in Sales, Negotiation, and Leadership - Highlight Reel Diversity, Equity, and Inclusion Highlight Reel Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ In this Episode 1. The Importance of DEI in sales and negotiation with Damion Wright https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuYnV6enNwcm91dC5jb20vNTgwMjYucnNz/episode/NWQzNjJiZTYtNTA2MS0xMWVkLWE3NWYtZmI4ZjMwNmRkNWY0?sa=X&ved=0CAUQkfYCahcKEwiQ2ZKCsvL9AhUAAAAAHQAAAAAQAQ 2. What you NEED to know about DEI with Gregory Swinton https://podcasts.apple.com/us/podcast/what-you-need-to-know-about-diversity-equity-and/id1632246560?i=1000581759138 3. Blending Leadership with Diversity with Dr. Stephanie K. Johnson https://podcasts.apple.com/gb/podcast/blending-leadership-and-diversity-with-dr-stefanie/id1101679010?i=1000562182225 Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1

Top Tips: DEI's Value in Sales, Negotiation, and Leadership - Highlight Reel Diversity, Equity, and Inclusion Highlight Reel Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ In this Episode 1. The Importance of DEI in sales and negotiation with Damion Wright https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuYnV6enNwcm91dC5jb20vNTgwMjYucnNz/episode/NWQzNjJiZTYtNTA2MS0xMWVkLWE3NWYtZmI4ZjMwNmRkNWY0?sa=X&ved=0CAUQkfYCahcKEwiQ2ZKCsvL9AhUAAAAAHQAAAAAQAQ 2. What you NEED to know about DEI with Gregory Swinton https://podcasts.apple.com/us/podcast/what-you-need-to-know-about-diversity-equity-and/id1632246560?i=1000581759138 3. Blending Leadership with Diversity with Dr. Stephanie K. Johnson https://podcasts.apple.com/gb/podcast/blending-leadership-and-diversity-with-dr-stefanie/id1101679010?i=1000562182225 Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1

Mark is a world-renowned expert in persuasion, negotiation and B2B content marketing. He has worked with some of the largest organizations in the world and he has been referenced in Entrepreneur, Forbes, Thrive Global and many other publications. He is a serial entrepreneur, sales and procurement veteran, podcast host, and speaker. He hosts two top-notch shows called Content Callout and Negotiations Ninja where he interviews people like Chris Voss, Joe Pulizzi, and Molly Bloom.Connect with Mark:Webiste: https://negotiations.ninja/LinkedIn: https://www.linkedin.com/in/markraffan/++++++▶︎ Subscribe to the Podcast!PODCAST  |  https://pod.link/1387700042▶︎ Please Follow & Connect with me! Link's BelowWEBSITE  |  https://tyzerevans.comYOUTUBE  |  https://youtube.com/c/tyzerevansINSTAGRAM  |  https://instagram.com/tyzerevansFACEBOOK  |  https://facebook.com/grindsellelevateLINKEDIN  |  https://linkedin.com/in/tyzerevansTWITTER  |  https://twitter.com/tyzerevansTIKTOK  |  https://tiktok.com/tyzerevansPATREON  |  https://patreon.com/tyzerevans Check out Tyzer's other podcast, "The Book Legion” at https://pod.link/thebooklegion Check out our sponsor  Odin's Rune Clothing Co. : https://bit.ly/odinsrune, clothing for those who want to burn the boats to live a purpose-driven life Are you a YouTuber? Then you need to have TubeBuddy to help with optimizing your search results, it is free; all you need to do it hit the link below, add it to your chrome extension, and you will start improving your search results on YouTube: https://www.tubebuddy.com/grindsellelevate Do you love Coffee? Our sponsor Coffee. Love. Hope. Has fun coffee mugs and shirts for gifts! Check out their store here: https://etsy.me/3gTBVfZ

As an experienced auctioneer in Australia, Jason Scott possesses a broad range of auctioneering and sales experience with knowledge well beyond his years. Honed through over a decade spent as a high-performing sales agent and experience as office Broker/Owner, Jason's unwavering determination qualify him as an exceptional negotiator and someone you want on your team. Jason now leads the Harcourts Auctions team as the Director of Auctions and we are thankful to have someone with his reputation of professionalism and delivery of premium results for his clients. Join us as we sit down with guest expert Jason, who directly oversees thousands of property sales every year, to discuss the latest sales and negotiation strategies for the 2023 real estate market. Whether you're a seasoned agent or new to the industry, this podcast is sure to provide valuable insights and tips for success in the ever-evolving world of real estate as we shift in to a completely different market compared to last year at this exact time. From understanding market trends to closing the deal, Jason shares his wealth of knowledge and experience to help you navigate the competitive landscape and leverage the market to deliver more deals this year. Tune in now and take your real estate career to the next level with Ben Brady & Jason Scott. Want to more great resources and tips on how to take your real estate business to the next level? Visit our resource center! Download our 2023 Business Planning Template Here!

In this special episode, we present a recorded live event form the EMS series. In this episode, you will learn the most important sales tips and advice from Erich Rifenburgh, a top salesperson. Watch now and learn how you can get unstuck from the pits of selling yourself short and others, and learn how to negotiate like a pro. Learn more about your ad choices. Visit megaphone.fm/adchoices

3 Phrases To Stop The Sales Negotiation In this episode, you'll learn the 3 phrases every salesperson needs to know to stop the sales negotiations. These are phrases you'll hear from a good salesperson who knows how to flip the table and refuse negotiate with a potential buyer.

Sales, Negotiation, and Converting Leads- Wholesaling Real Estate

Once upon a time, Phil ran a brokerage with over 50 agents and would turn down every seller that wanted a cash offer. Today, he runs a lean team of just 3 rockstar agents and has trained them exceptionally well on how to close motivated sellers. His sales & negotiation skills are honest, refreshing, and most importantly, effective. Our conversation, he role-plays & explains just about any scenario you'd run into, with just about any lead. There's no secret sauce to selling, but Phil's methods & scripts are probably the closest thing. If you're an investor or agent wanting a simpler way to sell, with less pressure, this episode is for you. Enjoy.It's Deal Closer's month at Carrot! Dial in your negotiation & follow-up at Carrot.com/close

Masih dalam seri 101, kali ini saya menghadirkan seorang guest yang sudah terkenal memiliki sales & negotiation skill yang baik dalam dunia kerja. Menjalani karir di bidang sales selama lebih dari 12 tahun membuat guest ini memahami akan teknik, tantangan, serta tips & trick saat menghadapi potential client/customer. Uniknya, guest ini juga sempat menjadi leader saya di tempat bekerja saya saat ini, sehingga saya dekat dan familiar dengan sosoknya. So for those of you who want to learn more about sales & negotiation, don't worry, you're exactly in the right place. Just simply click and listen to this episode. --- Support this podcast: https://anchor.fm/steffi-melati-achlam/support

Sales negotiations are challenging. Even the most experienced negotiators can struggle when things get tough. And when the going does get tough, it's tempting to just to fold and give the client what they want. At least you closed the deal right? But what we want is a deal where everyone wins. And that's not so easy, especially for those of us not in pure sales roles. We're not wheeling and dealing every day. The secret to win-win is knowing what to expect and in this episode of The KAM Club podcast we discuss how to prepare for a sales negotiation. In this episode: How to create a negotiation plan. Follow this 8-step process to develop your negotiation strategy to create fair value and make balanced compromises so everyone wins. 5 negotiation tactics that work. There are lots of ways to approach a negotiation, and I share my favourite 5 tactics that have proven to work for me over and over again. Resources. Additional ways to sharpen your sales negotiation skills. The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Listen why Aaron Henriques regrets missing opportunities and not investing in the stock market during his 20's. Discover the false beliefs you probably tell yourself that's holding you back from investing in your future and why you should start investing now to take advantage of compounding.   See the hidden spending habits that you can change today that could make you rich in the future and its not saving money in the bank. Listen to how the banks are taking advantage of you and making themselves a ton of money that belongs to you! ⏱TIMESTAMPS & CHAPTERS ⏱ 00:00 - Financial Mistakes You Made in Your 20's/30's 01:07 - Investing 101: Why I've been researching stocks and shares 01:16 - What Are the Different Types of Stocks and Shares You Can Buy? 01:48 - Top Investing False Beliefs We All Had At 18 Years Old 02:29 - The Secret to Learning about Investing - Why It Took So Long 03:03 - The True Power of Money: Why Cash Is Not King 03:30 - The Truth About Banks - What They Really Do With Your Money 04:12 - Why does money devalue over time? 05:36 - How to Change Your Spending Habits Today to Invest in Your Future 06:20 - 58 Things I'm Sharing From My Investing Journey 08:09 - What are the other investments besides stocks and shares?  

The buyers in procurement are professionally trained to negotiate. Salespeople not so much. This can put you at a huge disadvantage when you are forced to negotiate with them. But not anymore. On this fascinating Sales Gravy Podcast episode, Jeb Blount who is the author of the sales negotiating book INKED and Mike Landers an ex-procurement buyer turned sales trainer teach you the secrets to playing to win, when negotiating with procurement. You'll learn the keys to mastering the sales negotiating chessboard and going toe to toe with professional buyers who are paid to extract maximum concessions from you. Want more tips on effective sales negotiation? Then download our free training guide on the Seven Rules of Sales Negotiation here: https://salesgravy.com/7-rules-sales-negotiation-guide/

You understand the importance of "leveling up" when it comes to your sales career. The thing is, you probably weren't taught the actual "skills" needed to navigate a better salary, commission structure, more freedom, etc? I sat down with Mark Herschberg and talked about the key essentials to excelling your sales career to the next level. Mark will give you a ton of actionable insights you might not have thought of. In this episode you will learn: Key skills needed for better career advancements in salesNegation and communication tactics, which are critical to your sales success. How to better understand your manager AND management style. If you're in need of some GREAT content when it comes to career advancement, leadership, negation and communication, I recommend you follow Mark and check out his book, which is listed below. Connect with Mark on LinkedIn here. Check out The Career Toolkit here. If you found this podcast of any value, a like, rating, or share of this show will immensely help us expand our reach and is appreciated more than you know.To connect with me directly and follow all of my content, connect with me on LinkedIn or follow me on Twitter and Instagram where I talk about life and business.As always, you can check out my parent company, AgencyFlare, here.Support the show (https://agencyflare.com/take-action)

Act 1 - Influence Automatic Triggers - We use mental shortcuts to reduce thinking such as adding because to justify something which most people will simply accept. Reciprocity - Return favors and gifts. Commitment and Consistency - Human desire to stay consistent with commitments we made in the past especially written. Social Proof - Testimonials, Reviews Liking - We like those who like us and want to do business with them. Authority - Appearance of prestige or rank. Scarcity - Valuing what is limited or rare. Unity - We can influence others if we're part of their tribe. Act 2 - Sales "If your story describes their problem better than they can describe it themselves, they will automatically assume you have the best solution." - Chris Orlob Selling is a process of connecting people with a problem with your solution. Your goal is to make them feel confident that you, your company, and your product are the best solution to their problem. Chris Orlob calls out Alcoholics Anonymous as the best of connecting the problem to the solution. It started with a few drinks on the weekend... Disconnect the "cost" of the solution from the understanding of value. “Does the idea make sense to you? Do you like the idea?” Use tones to short circuit people's decision-making so they know when to listen or when to agree or disagree. People on the sales journey will have objections. It is your job as a salesperson to handle objections and educate the buyer as an expert on their problem. Act 3 - Negotiation Negotiator Types Why me? Accusation Audit Labeling/Mislabeling Late Night FM DJ Mirroring Dynamic Silence

Act 1 - Influence Automatic Triggers - We use mental shortcuts to reduce thinking such as adding because to justify something which most people will simply accept. Reciprocity - Return favors and gifts. Commitment and Consistency - Human desire to stay consistent with commitments we made in the past especially written. Social Proof - Testimonials, Reviews Liking - We like those who like us and want to do business with them. Authority - Appearance of prestige or rank. Scarcity - Valuing what is limited or rare. Unity - We can influence others if we're part of their tribe. Act 2 - Sales "If your story describes their problem better than they can describe it themselves, they will automatically assume you have the best solution." - Chris Orlob Selling is a process of connecting people with a problem with your solution. Your goal is to make them feel confident that you, your company, and your product are the best solution to their problem. Chris Orlob calls out Alcoholics Anonymous as the best of connecting the problem to the solution. It started with a few drinks on the weekend... Disconnect the "cost" of the solution from the understanding of value. “Does the idea make sense to you? Do you like the idea?” Use tones to short circuit people's decision-making so they know when to listen or when to agree or disagree. People on the sales journey will have objections. It is your job as a salesperson to handle objections and educate the buyer as an expert on their problem. Act 3 - Negotiation Negotiator Types Why me? Accusation Audit Labeling/Mislabeling Late Night FM DJ Mirroring Dynamic Silence

join the family here connect with Benji here One, Benji.

Negotiation isn't just a tool that turns potential buyers into customers. The best negotiators create an ongoing partnership. My returning guest on this episode of The Modern Selling Podcast is a good friend of mine, Petek Hawkins. She says that you've already begun negotiations before you first reach out to a potential buyer. Petek is Head of Enablement at Melio, where she works to keep small businesses going. In this role, she ensures customer success by delivering tools, skills, knowledge, process, and content to handle each customer interaction with efficacy and value. Listen in on our conversation to find out how she's found success in negotiations throughout the buying process. When Do Negotiations Begin? When I talk about negotiation with my kids, I like to get them to think about what they can give in exchange for what they'll get. Sometimes, negotiations don't go exactly as we expect. One side or the other may walk away from the table without everything they wanted from a deal. Often, it can be hard to gauge where we should push and where we need to respect a boundary. Petek says that starting negotiations before contacting a potential buyer can help you navigate the conversation and come to a mutually beneficial arrangement. I asked her for more insights on when negotiations begin. “Negotiations really begin even before your first ‘hello,'” she says. “The moment that you go to somebody's social LinkedIn page, or their company, or just find any information about the company that you're targeting - the negotiations begin there.” Instead of deciding right away whether a client fits as a potential buyer, Petek says we should use our discovery process to learn what value we can offer them. Then, after we identify their specific needs, we can come to the table from a position of strength. In our full conversation, she explains why this stage is crucial in convincing your potential buyer to listen to you immediately, instead of everything else fighting for their attention. Continuing Negotiations Into the Buying Process Petek says that understanding a client's goals and their values will help you align the story that will follow. By familiarizing yourself with the company's situation before you reach out, you're setting the tone for the coming negotiation; you're trying to set up an ongoing relationship. You'll also establish context for your conversation in hopes of helping move the buying process forward. "The conversation that we're having right now - the purpose of that is for us to align on x, y, z, and take the next steps. Are we aligned?” says Petek. She says that, sometimes, the fundamentals of negotiation are neglected because salespeople feel like they're pushing too hard. You'll start to lose if you don't begin to uncover clear goals for both parties and set expectations. The Benefits of a Good Discovery In short, a properly executed discovery and greeting will keep you from leaving too much money on the table. Petek explained how building a relationship can put you in a better position to handle potential objections as you move forward. “This is creating a way for both parties to agree or disagree. You have to understand how far each party's supposed to go for what.” Within the episode, she goes into depth about how good discovery helps you understand the company's goals and create a common vision for both of you. Best Practices During a Negotiation I asked what the best practices are to keep the buyer interested in continuing negotiations after you've set the stage. She said you'll need to ask the right questions to understand “what's the present situation and what are some of the pain points from being in the current situation, and what does good look like.” She says that a mutual action plan provides a reason for a company to move forward. Taking the time to put this plan together also helps to ensure that the buyer will commit to a previously discussed budget. An excellent mutual action plan serves as a way to drive your value when determining price. If the potential buyer asks about a discount or brings up budget restrictions, you can return to the MAP to discuss what issues you're solving together. By referring to what you've already aligned on, you have a better chance to uncover the reason for any objections. Later in our conversation, she described several alternatives to providing a discount. These include offering a better price if they commit to a multi-year plan or offering to delay billing after signing until the company has resources. Tune in to the podcast and hear her thoughts on how her former employer, Cbeyond, anticipated objections with their mutual action plan. What Should a MAP Look Like? I love speaking with people like Petek, who can formalize all of these sales concepts clearly. I often feel like they shine a spotlight on negotiation tactics that come naturally to me. I wanted to know more about how a mutual action plan works, so I asked her whether it was primarily a verbal agreement or if it involved any documentation. She told me that a “Mutual action plan is very much a document... you are aligning, and you're holding each other accountable on both sides.” She says that a good mutual action plan should contain the following elements: Methodology Targeted metrics Discretion process Budget Key stakeholders Timeline Initial use Possible expansion Getting a “yes” from the buyer on these topics will condition them to follow through with the plan and hold both sides accountable. Petek says that these shouldn't feel like a sales interrogation. It shouldn't be about how much a client is willing to spend, for example, because they may not be able to answer at this stage. Listen to the podcast to find out how you can use questions, about the costs of a company's goals versus the cost of doing nothing, to determine a budget at this stage. Who Should Be On Our Team During Negotiations? Sometimes, sellers can feel limited in their ability to negotiate by their perception of their level of support. Petek says it's important to understand that salespeople shouldn't try to be lone wolves. By leveraging your team, you can help communicate genuine concern for a potential buyer. You also level up the negotiating space by ensuring that any expert perspectives on both of your teams come to the table. Connecting leadership will also help to boost your client's confidence in you so they don't dictate terms due to perceiving that they have more experience and knowledge than your team. Petak said you should “Make sure you are aligning that leadership internally with that external leader through LinkedIn as fast as you can.” You can hear how to make potential buyers feel special and establish a more robust network between firms in the complete audio. The Best Venue for Negotiation My closing question for Petek was about the best place to meet for a negotiation. Not surprisingly, she said that in-person is best whenever possible. "When you're across the table from someone, it's hard for them to hang up on you because they can't... They really have to get all of the objections out of the way.” She had strong opinions about Zoom meetings without the use of a camera. She said that negotiations about pricing and return on investment should never be done through email. The best practice is to use email as a follow-up for your meetings. You can outline the mutual action plan and keep essential stakeholders, who may have been absent from the meeting, informed and up to date.

Negotiation isn't just a tool that turns potential buyers into customers. The best negotiators create an ongoing partnership. My returning guest on this episode of The Modern Selling Podcast is a good friend of mine, Petek Hawkins.  She says that you've already begun negotiations before you first reach out to a potential buyer. Petek is Head of Enablement at Melio, where she works to keep small businesses going. In this role, she ensures customer success by delivering tools, skills, knowledge, process, and content to handle each customer interaction with efficacy and value. Listen in on our conversation to find out how she's found success in negotiations throughout the buying process. When Do Negotiations Begin? When I talk about negotiation with my kids, I like to get them to think about what they can give in exchange for what they'll get.  Sometimes, negotiations don't go exactly as we expect. One side or the other may walk away from the table without everything they wanted from a deal. Often, it can be hard to gauge where we should push and where we need to respect a boundary. Petek says that starting negotiations before contacting a potential buyer can help you navigate the conversation and come to a mutually beneficial arrangement. I asked her for more insights on when negotiations begin. “Negotiations really begin even before your first ‘hello,'” she says. “The moment that you go to somebody's social LinkedIn page, or their company, or just find any information about the company that you're targeting - the negotiations begin there.” Instead of deciding right away whether a client fits as a potential buyer, Petek says we should use our discovery process to learn what value we can offer them. Then, after we identify their specific needs, we can come to the table from a position of strength. In our full conversation, she explains why this stage is crucial in convincing your potential buyer to listen to you immediately, instead of everything else fighting for their attention. Continuing Negotiations Into the Buying Process Petek says that understanding a client's goals and their values will help you align the story that will follow.  By familiarizing yourself with the company's situation before you reach out, you're setting the tone for the coming negotiation; you're trying to set up an ongoing relationship. You'll also establish context for your conversation in hopes of helping move the buying process forward. "The conversation that we're having right now - the purpose of that is for us to align on x, y, z, and take the next steps. Are we aligned?” says Petek. She says that, sometimes, the fundamentals of negotiation are neglected because salespeople feel like they're pushing too hard. You'll start to lose if you don't begin to uncover clear goals for both parties and set expectations. The Benefits of a Good Discovery In short, a properly executed discovery and greeting will keep you from leaving too much money on the table. Petek explained how building a relationship can put you in a better position to handle potential objections as you move forward. “This is creating a way for both parties to agree or disagree. You have to understand how far each party's supposed to go for what.” Within the episode, she goes into depth about how good discovery helps you understand the company's goals and create a common vision for both of you. Best Practices During a Negotiation I asked what the best practices are to keep the buyer interested in continuing negotiations after you've set the stage. She said you'll need to ask the right questions to understand “what's the present situation and what are some of the pain points from being in the current situation, and what does good look like.”  She says that a mutual action plan provides a reason for a company to move forward. Taking the time to put this plan together also helps to ensure that the buyer will commit to a previously discussed budget. An excellent mutual action plan serves as a way to drive your value when determining price. If the potential buyer asks about a discount or brings up budget restrictions, you can return to the MAP to discuss what issues you're solving together. By referring to what you've already aligned on, you have a better chance to uncover the reason for any objections. Later in our conversation, she described several alternatives to providing a discount. These include offering a better price if they commit to a multi-year plan or offering to delay billing after signing until the company has resources. Tune in to the podcast and hear her thoughts on how her former employer, Cbeyond, anticipated objections with their mutual action plan. What Should a MAP Look Like? I love speaking with people like Petek, who can formalize all of these sales concepts clearly. I often feel like they shine a spotlight on negotiation tactics that come naturally to me. I wanted to know more about how a mutual action plan works, so I asked her whether it was primarily a verbal agreement or if it involved any documentation. She told me that a “Mutual action plan is very much a document... you are aligning, and you're holding each other accountable on both sides.” She says that a good mutual action plan should contain the following elements: Methodology Targeted metrics Discretion process Budget Key stakeholders Timeline Initial use Possible expansion Getting a “yes” from the buyer on these topics will condition them to follow through with the plan and hold both sides accountable. Petek says that these shouldn't feel like a sales interrogation. It shouldn't be about how much a client is willing to spend, for example, because they may not be able to answer at this stage. Listen to the podcast to find out how you can use questions, about the costs of a company's goals versus the cost of doing nothing, to determine a budget at this stage. Who Should Be On Our Team During Negotiations? Sometimes, sellers can feel limited in their ability to negotiate by their perception of their level of support. Petek says it's important to understand that salespeople shouldn't try to be lone wolves. By leveraging your team, you can help communicate genuine concern for a potential buyer. You also level up the negotiating space by ensuring that any expert perspectives on both of your teams come to the table.  Connecting leadership will also help to boost your client's confidence in you so they don't dictate terms due to perceiving that they have more experience and knowledge than your team. Petak said you should “Make sure you are aligning that leadership internally with that external leader through LinkedIn as fast as you can.” You can hear how to make potential buyers feel special and establish a more robust network between firms in the complete audio. The Best Venue for Negotiation My closing question for Petek was about the best place to meet for a negotiation. Not surprisingly, she said that in-person is best whenever possible. "When you're across the table from someone, it's hard for them to hang up on you because they can't... They really have to get all of the objections out of the way.” She had strong opinions about Zoom meetings without the use of a camera. She said that negotiations about pricing and return on investment should never be done through email. The best practice is to use email as a follow-up for your meetings. You can outline the mutual action plan and keep essential stakeholders, who may have been absent from the meeting, informed and up to date.

Sebastian Wrobel is an energetic and passionate professional leader, helping companies to achieve value and pricing excellence. In order to achieve lasting integration, he is pushing digital transformation. In addition, he has extensive experience working closely with the C-suite and senior stakeholders to formulate and implement major profit and growth optimization plans. In addition, he leverages a collaborative and data-driven leadership approach to build high performing teams.   In this episode, Sebastian highlights pricing's role in sales negotiations.     Why you have to check out today's podcast: Learn why Pricing people are expert negotiators, a good business partner and advisor to sales in negotiations   Find out how to negotiate sales more effectively with value levers   Understanding procurement's role in negotiating the best deal    “Pricing people can do, they can deliver regularly on trainings, at least to create awareness and ability to understand the commercial levers that salespeople could leverage.”   - Sebastian Wrobel   Topics Covered: 01:13 - Relating an incident that got him started in Pricing 01:55 - Getting addicted to Pricing 03:10 - The extent to which Pricing people should be involved in sales negotiations 04:30 - What is in Pricing people that makes them a good part in the negotiation 07:27 - The point you need a professional negotiator to help sales in the negotiation 08:43 - How from the nature of their roles pricing people are professional negotiators 11:22 - Misconceptions about negotiations and the importance of preparing for it beforehand 15:51 - What do pricing people need to have to be effective in negotiation 18:09 - Value drivers that have commercial impact you can use to negotiate with big customers 21:33 - The ‘negotiation jacket' and the role play involved in negotiation by procurement people 24:55 - Using all levers in negotiation to get the best outcome 27:00 - Sebastian's best pricing advice that could greatly impact one's business   Key Takeaways: “The underlying assumption is that in the negotiation, you discuss value. And in fact, you need to know the value for the client much earlier before you go into a negotiation. So, this is the first maybe misconception about negotiation that you negotiate the value at the event of the negotiation. That happens much earlier.” - Sebastian Wrobel “To be effective in pricing, you need to have empathy with sales, with your sales team.” - Sebastian Wrobel “And I think pricing can help both in the preparation in delivering the data and developing the commercial strategies negotiation, but also being a neutral negotiation partner that is less emotional, and can help on the commercial and objective parts in the negotiation.” - Sebastian Wrobel “There are many kinds of tools in negotiations. Once you learn them, it's by far not as complicated as sometimes perceived. But you need to understand the toolbox, and you need to be able to use it. I'm personally convinced that pricing people has the skill. And once they get comfortable with the toolbox, they can be really good business partners and advisors to sales in negotiation.” - Sebastian Wrobel   Connect with Sebastian Wrobel: Email: wrobel@pricingworks.io LinkedIn: https://www.linkedin.com/in/sebastian-w/   Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/

Post crisis, buyers are taking more time, involving more decision makers, more stressed and risk averse. As a result, you may have to rethink and adjust your negotiating tactics to stop the discounting and achieve desired results. To explore these changes and get the best advice, we interviewed Ron Hubsher, the CEO of the Sales Optimization Group, an international sales and sales negotiation consulting and training organization, and author of the book “Closing Time: The 7 Immutable Laws of Sales Negotiation”. https://www.linkedin.com/in/ronhubsher/ #salesenegotiation #salesenablement #salestraining #valueselling

Well here is the episode a lot of you have been waiting for ! Mat sits down for 31 minutes and talks things sales, negotiation and essentially how you can become number 1 just like Mat. Please dm us if you want us to do more like this 

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In the world of negotiators, people either seem to think they are really good at it or that they stink, but there doesn’t seem to be a middle ground. Some people stick to instinct and luck when it comes to business negotiations, but our guest today works with well thought-out strategies, important concepts, and an organized blueprint. Carrie Wells is a Partner at Think! Inc., a negotiation training and consulting firm. Her role includes consulting with clients on implementing value creation and value capture ecosystems, business development, developing sales strategy, and onboarding new consultants. Negotiation skills are very important for people in everyday life but especially critical for managers and executives. We have lots of ground to cover on today’s episode and look forward to exploring the life of this woman in manufacturing. Stay tuned as we dive into an insightful conversation about negotiation training aspects, concepts to focus on, and some important tips for mastering business negotiations! Learn more about your ad choices. Visit megaphone.fm/adchoices

In the world of negotiators, people either seem to think they are really good at it or that they stink, but there doesn’t seem to be a middle ground. Some people stick to instinct and luck when it comes to business negotiations, but our guest today works with well thought-out strategies, important concepts, and an organized blueprint. Carrie Wells is a Partner at Think! Inc., a negotiation training and consulting firm. Her role includes consulting with clients on implementing value creation and value capture ecosystems, business development, developing sales strategy, and onboarding new consultants. Negotiation skills are very important for people in everyday life but especially critical for managers and executives. We have lots of ground to cover on today’s episode and look forward to exploring the life of this woman in manufacturing. Stay tuned as we dive into an insightful conversation about negotiation training aspects, concepts to focus on, and some important tips for mastering business negotiations! Learn more about your ad choices. Visit megaphone.fm/adchoices

Shea Heer joined us in the Habitz Podcast Studio talking through negotiations and how to improve your sales technique. Negotiating is an art, and once you've perfected the small steps, you'll be on your way to win more business and make bigger sales. Shea built her whole business on cold calling during the 2008 recession, so she knows sales is a tough gig. But now Shea spends her days with negotiation training and sales sessions to have you ready for making money and getting new business. It doesn't need to be a hard sell and a strong pitch, you just need to implement some of these habits Shea gives to get into the swing of selling.

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Text us: 817-345-7449!No matter what kind of sales you're in, you've probably had to deal with hagglers at some point. How you navigate those situations can make or break the deal... and your sanity.In almost every sales situation, there's typically some form of a contract. Those contracts hold the keys to how the future of that deal is going to go. So what happens when they want to break the contract to save some money? Or even scarier, what do you do when you need to break it?While we don't all deal with this as frequently as Clint does, we do have enough experience with it to have learned some lessons over the years.So listen to this episode, and then leave us a review or text us to let us know how you handle hagglers in your business. The more people share, the better we'll all be!And if you're interested in taking a DISC assessment or giving them to your team, test us at 817-345-7449! Knowing communication styles and personality traits go a long way in sales conversations and contract negotiations. ✅ Sign up for our emails: https://www.salesthrowdown.com/✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Todd Caponi, well known and highly respected author of the Transparency Sale and a master of Sales Negotiation, took time out of his busy schedule to catch up with The Collaborator. During this session they explored:- The history of sales- Snake oil salespeople- The importance of transparency in sales- Phrenology- Sales Enablement- Negotiation Tips that can transform the way you sell.

Today we're jumping into Chapter 38 of my friend Patrick Tinney's book, "Unlocking YES. Sales Negotiation and Strategy."When you find yourself in weak moments, whether you're running out of month, options, or just getting run over by a customer, your position may feel weak, but you can still act creatively. If you've been in sales longer than 30 minutes, you realize just how quick your circumstances can change. In those times, using a few of Tinney's techniques, you can win again-even when playing with a weak hand. Connect to Patrick on LinkedIn and grab a copy of his book.   

Mike Schultz is the President of the RAIN Group. In this episode, we talk about the new report RAIN Group published on B2B sales negotiations titled, "Top Performance in Sales Negotiations: Surprising Research on Tactics Sellers and Buyers Use, What Works, and What Doesn’t." Mike and I dig into why good business deals are as much about good selling as they are good negotiation. We then get into RAIN’s Six Essential Rules of Sales negotiation, what Mike’s team found was the most effective sales negotiation tactic, and why that tactic is rarely seen by buyers.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Listen to Scale Your Sales Podcast with Derek Arden where you will learn what has Cortisol got to do with #COVID19, and the Relationship between Sales Negotiation and Reciprocity.  Derek talks through some of the strategies in his best selling book Win Win: How to get a winning result from persuasive negotiations and shares stores and examples of what is and is not working now. I wanted to get Derek Arden as a guest of Scale Your Sales Podcast because sales have moved away from the linear sellers selling and buyers buying transaction and move towards a relational negotiation. Derek Arden is the negotiation expert and best-selling author of Win Win: How to get a winning result from persuasive negotiation. Derek advises sellers and business leaders that must ride out the pandemic. The first thing you must do is keep your integrity and keep it honest. Do not take advantage of this situation and hike up prices. Be honest, tell people, tell them the truth, says Derek, as it goes back to our real relationship selling model, which is all about know, like and trust. It takes a long time to build up trust, but it takes seconds to lose trust if you do not treat people properly. It's about relationships, and when people have got their backs to the wall if you take it away, they will remember, and that's not what sir that's not what good Win-Win salespeople negotiators and influences do. Derek runs training courses for companies like NHS accountants and procurement people. What Derek is reminding people of is the basic model of negotiation, which in his book. Remember, people are going to be anxious and stressed when the people are fearful that builds up cortisol, which is the wrong chemical in the brain, people say things they should not normally say. They might send emails, who knows what, so bear in mind that the other person is coming from a different position as you. Buyers might say, could go away and review your prices, that will be helpful to me. We will check these prices post-pandemic, to make sure that you are still part of our valued supplier relationship. Derek highlights some of his 11 strategies from his book, Win-Win the steps of negotiation to help to break through barriers. The number one strategy is Preparation. There is no excuse when you are negotiating or selling on a significant transaction, not to do your absolute Preparation because proper Preparation prevents pretty poor performance, says Derek. Number Two is first impressions. First impressions are crucial. We make up our minds about people in a few seconds. Now people were looking at LinkedIn profiles to form first impressions. 57% of people make up their mind about you before they met you because they are looking up to your social media. Number Three is Ask really good questions. How much are you prepared to pay? What is in your budget? How can we resolve this? Notice that they are all big, open-ended questions short and generally begin with how or what. Number Four is that Listening skills. Really listening to what people are saying how they are saying it using their tone of voice. Number five is Body Language. Pinocchio's nose grew every time he told a lie. If people are uncomfortable, they generally start fidgeting, particularly around the face. So, these are good signs to look out for. It does not mean they are lying, but it means a significant signal that you need to check it out carefully. Number Six is Lying. Looking out for what people say. Generally, people lower and slow down their voice when they are not comfortable with what they are saying. The general thinking is that people speak quicker like a fast-talking car salesperson, but that's not true, people who are fibbing or lying slow down because they are having to think through the consequences of everything that they are saying. Check out the book Win Win for the remaining strategies. Derek gives the example of why estate agents are so successful working as the third party, and why people are generally not good at negotiating their own salary because the conflict comes between the, you and me. Instead, the agent can turn one person against the other, can spin the story a little to try and get a Win Win deal. Derek further explains successful but highly questionable sales techniques among Football agents in their negotiations. There is so much money in football and agents take massive commissions on fees, getting transfer fees and salaries for footballers that the individual would not be able to negotiate themselves. Tactics like telling fibs (lies) and displaying unethical salesmanship.  All that Derek does not recommend to anyone intent on Win-Win relationship selling.  Derek says, people are fooled by 'we've got another two competitors coming in for your player' because you see at the end of the transfer window deals being done on the last day, at the eleventh hour. Derek talks about the law of sowing and reaping, which is a law which was before the Bible and before even Socrates and Plato probably mentioned it. If you put good things out there, you get good things back you do not necessarily get them from the same person. Linked to the law of reciprocity. The law reciprocity says that if you give something to people unconditionally, they will give you things back in due course. If you sow enough good seeds, if you put enough sales calls in, and you are helpful to people you will see positive results in return.  Derek keeps a book to record the names of the children, where his clients have been on holiday, what their interests are, which football team they support, which tennis club or netball team they play at, whatever their interests are, these are good ways to make a connection. But Derek warns you must be sincerely interested in the person and not directly on the sale. Most people do not put themselves out, says Derek, this is what he means by Preparation.  This is what selling is all about, says Derek, developing a trusted relationship and connection essential in all good negotiations. The story of the highest-paid car salesman in America that they kept wanting to promote to Sales Director, but he was making so much commission selling cars. He had a PA, which sent birthday cards to the children, the wife and anniversary cards. He had this whole infrastructure set up behind him. Nowadays, there is automation which can do this work. He was so successful that his client never went another dealer to buy a car. Not many people do it thoroughly and consistently, working hard to nurture the relationship. They claim they know it, but do they put it into action, because people are generally lazy say, Derek. However, the top salespeople do consistently and authentically demonstrate their interest in other people. Win Win: How to get a winning result from persuasive negotiations https://www.amazon.co.uk/Win-winning-result-persuasive-negotiations/dp/1292074086 https://www.derekarden.co.uk

In this episode we talk to Jeb Blount, CEO at Sales Gravy, Author, Keynote Speaker & Podcast Host. Jeb shares a 3-part framework to every sales negotation & tips from his recently released book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb defines the MLP framework (Motivation, Leverage, Power) in every B2B sales negotiation & how to manage negotiation throughout your entire sales process. If you like this episode, you'll probably also love: 4 Strategies to Become a Master Negotiator in B2B Sales (Part 1) w/ Chris Voss and Why Deal Killers Are More Important Than Deal Makers in B2B Sales (Part 2) w/ Chris Voss Now you can more easily search & share your audio content, while getting greater visibility into the impact of your podcast. Check out Casted in action at casted.us/growth Are you getting every B2B Growth episode in your favorite podcast player? If not, you can easily subscribe & search past episodes here. You can also find us on Apple Podcasts or Spotify.