It’s hard to think about influence and persuasion without feeling like you’re doing something morally reprehensible, right? In this throwback episode of Negotiations Ninja, Chris Hadnagy talks about his book, “Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You.” He dives into some of the tactics—based on Cialdini’s Principles of Influence—that he uses to ethically influence people. Believe it or not, it IS possible to influence those around you and leave them better off. Listen to this episode with Chris Hadnagy to learn how.

Welcome back to the informal series on commonly disputed legal clauses (from a procurement perspective). Today, Jeanette Nyden returns to talk about liquidated damages. Jeanette will help us bridge the legal world and the commercial world. Liquidated damages are more on the commercial side of legal language. What are liquidated damages? How does the clause work? How do you calculate the value of liquidated damages? Listen to this episode for the need-to-know details.

NOTE: This is NOT legal advice. For adequate legal advice, please seek out adequate legal counsel—inside or outside your organization. 

• [2:00] Learn more about Jeanette Nyden
• [3:40] What are liquidated damages?
• [8:00] Calculating the value of the liquidated damage
• [15:47] Assessing liquidated damages in the SaaS space
• [21:14] Liquidated damages versus consequential damages
• [23:16] Contract professionals make note
• [24:54] Connect with Jeanette Nyden

• Jeanette’s Website
• “The Contract Professional’s Playbook” – Jeanette is the author
• Follow on Twitter
• Connect on LinkedIn

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

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Pam notes that sales and marketing think and approach the same objectives very differently from the get-go. Sales and marketing teams have the same business and revenue objectives, but they usually differ in their approach. Salespeople say “accounts, “ whereas marketers say “buyer personas.” Salespeople focus on the bottom of the funnel, and marketing focuses on the top. Salespeople are driven by short-term objectives (i.e., quotas they have to meet), but marketers focus on long-term objectives (such as building brand awareness). 

But once you understand the differences, you can find commonalities and ways to work together. Can your teams do a joint initiative? Can marketing help build sales templates? Pam recommends that sales and marketing teams find one or two projects to work on together. 

• [2:26] How to get to know your customer deeply
• [6:22] The number of “you” should be more than “we” 
• [11:18] Understand your company’s martech stack + processes
• [16:06] How to determine the tools to invest in
• [22:45] Proper integration of sales and marketing 
• [25:40] How to improve the quality of your MQLs
• [30:58] What is account-based marketing?
• [33:37] Kick off the year developing a marketing plan
• [36:52] How to successfully write a book 
• [41:15] Get connected with Pam Didner 

• Everybody Writes by Ann Handley

• Pam’s Website
• Check out Pam’s YouTube channel
• Pam’s podcast: B2B Marketing and More
• Follow Pam on Twitter
• Connect on LinkedIn
• The Modern AI Marketer
• Effective Sales Enablement
• Global Content Marketing

• https://ContentCallout.com 

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“Mr. Schmooze” (Cody Lowry) is back to explain what Schmooze is and why you need it in sales, procurement, and negotiations. It comes down to three simple factors that make you indispensable to the people you serve. 1 - Build relationships. 2 - Be trustworthy. 3 - Never let them down. Listen to this Flashback episode to find out how Cody develops relationships with clients that last 30+ years, when the average is five. 

Becoming effective as a negotiator is simply a process of developing skills. But that doesn’t mean it’s a simple process. It requires dedication and diligence to maximize your ability to achieve your desired outcomes in your negotiations. This is a skill set that can and should be developed by every salesperson, procurement professional, and of course, negotiator. It consists of many things, tools if you will, that must become second nature to you so that they are available at a moment’s notice. Negotiation and sales trainer Julia Ewert calls this skills development “negotiation muscle memory” and believes that the more you can develop it, the more proficient and successful you’ll become. We also address the power of open questions, how to defuse tension using negotiation skills, and how negotiation skills can help businesses convert more sales. Enjoy! Don’t miss this fascinating conversation.

Influence can seem like a mysterious thing, until you have someone who understands it explain it to you in easy-to-understand terms. That’s what Phil Jones does in his book, Exactly What to Say: The Magic Words for Influence and Impact. Consider it to be a “how to” manual for influence. The good news is that Phil unpacks that goodness for you on this “throwback” episode from our Negotiations Ninja archives. Listen. Get Phil’s book. Carry it with you on your sales calls or keep it at your desk for those virtual meetings. It’s a powerful tool for your arsenal.

Selling has changed over the last few years. No longer can we depend on the face to face opportunities to build rapport and gain trust. Virtual is the new thing and we have to adapt if we are going to survive as sales professionals. My guest on this episode is Steve Brossman, a former National Professional Track Champion, so he knows what it takes to compete and win and he applies that experience and knowledge to his role as a leading Sales Coach. 

This conversation is aimed at helping you take your sales game virtual with effectiveness. There is an art to it as well as a science and Steve unpacks both. He shares how to increase buying energy before a sales call and the DNQC conversation flow, which Steve explains during our conversation.

• [0:33] Steve Brossman, Sales Coach and Best-selling author
• [3:35] What is “buying energy?”
• [9:39] Creating buying energy 
• [11:58] Get the DNQC process working for you
• [19:57] The best way to get your prospect on the same page as you
• [24:12] Tech tips for on-screen annotation during sales calls

• Steve’s website: https://stevebrossman.com/ 
• Get Steve’s “Back Pocket Guide to Virtual Selling”
• Steve’s YouTube Channel: https://www.youtube.com/c/SteveBrossman/featured 
• Steve’s book “Exceed”
• Steve on Twitter: https://twitter.com/SteveBrossman 
• Follow Steve on LinkedIn

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

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Jeanette Nyden has spent 18 years teaching people how to negotiate complex contracts. It’s where her passion for making boilerplate language accessible for the contract professional has come from. She wants contract professionals to understand what lawyers are trying to do so they can help internal stakeholders understand the risk profile and create effective indemnity clauses. 

• [0:37] Learn more about Jeanette Nyden
• [3:50] The definition of indemnity, defend, and hold harmless
• [9:29] Why do companies have indemnity clauses?
• [13:56] Injuries to person, property, or “other interests” 
• [18:19] How third-party indemnity ties-in
• [25:12] Why you NEED to create a risk profile 
• [30:19] How to connect with Jeanette Nyden

• The LulaRich docuseries Jeanette watched

• Jeanette’s Website
• “The Contract Professional’s Playbook” - Jeanette is the author
• Follow on Twitter
• Connect on LinkedIn

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

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Are you a good listener? In this throwback, Dr. Mark Goulston will probably persuade you otherwise. Did you know that you can talk over, at, to, or with someone? Which one is actually listening—and what should you be doing? Dr. Mark Goulston can help you transform the way you communicate. Listen to this episode of Negotiations Ninja for some of his best communication tips. Be sure to pick up his latest book, “Just Listen: Discover the Secret to Getting Through to Absolutely Anyone,” to learn even more.  

Joe Paranteau has sold over a billion dollars in revenue. He’s been a Sales Director at Microsoft for over 17 years. He’s a dynamic speaker, visionary, and deep thinker. He is also the author of Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons, which he wrote to fill the gaps he saw in sales training. In this episode of Negotiations Ninja, we share the common areas where people blow their negotiations, the #1 thing that’s wrong with salespeople today, and some of Joe’s sales secrets to help you reach success on either side of the table. 

• [4:04] Where people “blow it” in the sales cycle
• [6:11] Genuine curiosity lessens sales commission breath
• [9:00] The six different people in a negotiation 
• [12:32] The magic of changing your physical positioning
• [20:21] Learning to talk positively about yourself to yourself
• [23:13] How to stay hungry for success after achieving your goals
• [25:41] Recognizing non-assertion signs to respond accordingly
• [31:32] Sell through the close to the win for the customer
• [35:34] How to connect with Joe online 

• Go to https://billiondollarsalessecrets.com/ to get a free bookplate so you can get a signed copy from Joe wherever you purchase your book from! 
• Billion Dollar Sales Secrets on Amazon

• Joe’s website
• Connect on LinkedIn

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

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