The skills required to be a great negotiator are also powerful tools in the arsenal when it comes to getting the meeting with the decision-makers on your list of prospects. Both require savvy, knowledge, and people skills that go beyond the ordinary tactics most salespeople and negotiators are willing to employ. Stu Heinecke explains how those who are willing to go outside the normal channels and to use unorthodox but personalized approaches can not only get the meeting but close sales at unprecedented rates. Listen to hear all the details.

Outline of This Episode

• [0:30] Why we have a cartoonist on the podcast for this episode
• [2:48] Why Stu (a cartoonist) wrote a book about booking meetings
• [8:55] Factors that go into making your outreach stand out
• [13:12] Personalized, direct, targeted, and in an "open" channel of contact
• [15:05] Touchpoints for the executive assistant
• [18:01] Social media — and why most are insignificant and must go offline
• [20:50] Ideas for how to reach out in creative but effective ways

Resources & People Mentioned

• The Edgy Conversations Blog
• Orabrush - one of Stu's success stories

Connect with Stu Heinecke

• Stu Heinecke on LinkedIn
• BOOK: How To Get A Meeting With Anyone
• Stu's podcast: How To Get A Meeting With Anyone
• BOOK: Get The Meeting

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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