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...
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This week's solo podcast is for all my sales friends around the world. I get a lot of questions from sales professionals about how to have a successful sales meeting with procurement professionals. You've secured your first sales meeting with a procurement team—now what? What content should you cover? Who's your audience? Are there more stakeholders outside the procurement team? What are the logistics around setting up the meeting? This...
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Matt Dixon, Chief Product & Research Officer at Tethr and business writer and speaker, returns to the Negotiations Ninja podcast to discuss the science of negotiation, specifically artificial intelligence. How does artificial intelligence impact negotiations in sales, customer service, and conversational jobs requiring human interaction? Can artificial intelligence take on what we believe only humans can do? How can you integrate technology into what you do to improve daily negotiations or...
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In this episode of Negotiations Ninja, we talk about the new revised edition of Pat Tinney’s great book, “Unlocking Yes.” His book is a field guide for salespeople on how to negotiate. We dive into what it takes to negotiate good deals as a salesperson and the value of being able to tell a story. We even cover how to smartly withdraw from deals that just don’t feel right because,...
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SUMMARY Often, the key differentiating factor between an unsuccessful negotiation and a successful one is the strategy behind it. And that's what Patrick Tinney (Founder of Centroid Training and Marketing) and I talk about on today's show. (more…)
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SUMMARY Herb Cohen, the best negotiator in the world, is on the Negotiations Ninja Podcast! Cohen is an expert negotiator and strategy consultant in commercial and crisis negotiations. He is also the author of two amazing books, including the New York Times bestseller You Can Negotiate Anything (the fifth bestselling audio book of all time). (more…)
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SUMMARY This episode is all about closing and negotiation, how to close and how not to close. And for that we need a closer, so that's why John Barrows is on the show! John provides sales training services to some of the world’s fastest growing companies, think Salesforce, Linkedin, DropBox, and many others. (more…)
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SUMMARY Best-selling author, Matt Dixon changed the selling world when he co-authored the Challenger Sale. He holds a Ph.D. in political economy from the University of Pittsburgh and a BA with honors from Mount Saint Mary’s University in Emmitsburg, Md. Matt has also has co-authored two additional best-selling books, The Effortless Experience and The Challenger Customer. (more…)
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SUMMARY Evan Hopkins, former VP of Sales at 1-800-GOT-JUNK, comes on the show to talk about franchise sales, but more specifically to talk about how to develop trust so that we can have difficult conversations around under-performance. Evan speaks to a concept called 'radical candor'. Being candid is the only way to approach tough conversations. We also get into how to get referrals and how to condition the other party...
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SUMMARY Robbie is the founder of Peninsula Strategies, a management consulting firm and the author of the The Membership Economy (top 5 Marketing Book of 2017). Her clients have included Netflix, the National Restaurant Association and The Mail Newspapers in the UK. (more…)
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