Sales Reinvented

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.

• (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

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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.

• (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?

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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.

• (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

• Thank You for Arguing
• Aristotle's Guide to Self Persuasion

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]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.

• (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

• Resource-Based Theory and the Value Creation Framework

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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.

• (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

• Chris Voss

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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.

• (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

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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.

• (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

• The Elements of Negotiation
• SMARTnership

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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.

• [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

• Art's FREE objection masterclass

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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.

• [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

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According to Justin Zappulla, 90% of objections fall into three categories:

1. The customer doesn't see the value in what you're proposing as it relates to the price you're charging.
2. They don't think you can help (or they don't trust that you can) and believe there's a better alternative.
3. 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.

• [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

• Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals

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