In today's episode, you'll discover:

1. Why never splitting the difference is a dumb idea and may be costing you revenue?

2. How negotiation and sales training have changed over the past fifty years, and what you need to do differently to close more deals effortlessly?

3. The biggest negotiation mistakes you may be making that you aren't aware of.

To support these three takeaways, I chose a quote from Nelson Mandela:

"Our experience has taught us that with goodwill, a negotiated solution can be found for even the most profound problems."

About Derrick Chevalier:

Derrick is a protege of negotiation pioneer Chester Karrass. Derrick spent 15 years delivering the Karrass Effective Negotiating Seminar worldwide before embarking on the journey to develop the most significant advancement in negotiation theory in decades: CNSUF®. He is the author of four books, including EVOLVE OR BE SLAUGHTERED: Negotiation for the 21st Century.

Additionally, Derrick is a Harvard-certified mediator and negotiation consultant who has worked with clients worldwide across numerous industries and sectors.

How to Get in Touch with Derrick Chevalier:

Website: https://h-c.com/

Email: info@h-c.com

Gift: 30-Minute Free Consult

Stalk me online!

Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://changingthesalesgame.com/communication-style-assessment/

Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.

"Personal branding is going to be exponentially more important moving forward. People aren't going to know who to trust. Is the information from ChatGPT real? They trust people. If you build your brand and become a trusted brand, it will all meld together." – John Barrows

Check Out These Highlights:

Who we are doesn't change because AI has entered the playing field. It helps us prioritize our time so we use it wisely to generate REAL results, which can only happen by building lifetime relationships based on trust.

When I started my career 42 years ago, we had no internet, and computers were pretty lame, used only for order-taking. Change is good when we leverage it to save time and deliver better results. Now more than ever, salespeople need to do numerous things correctly, including being well-versed in AI use throughout their entire sales process to save time and earn more money by doing what we do best – engaging with the client and building trust by proposing the perfect solutions.

About Artem Koren:

Artem is the Co-founder and Chief Product Officer of Sembly AI, a leading platform that transforms conversations into actionable intelligence for teams. With a background in systems engineering, product leadership, and enterprise consulting, Artem specializes in building AI that enhances how people work—not replaces them. He's passionate about human-centered AI, meeting intelligence, and the future of collaborative workflows.

How to get In Touch with Artem Koren:

Website: https://www.sembly.ai/

Email: artem@sembly.ai

Affiliate Link: https://sembly.ai/?fpr=connie18

Previous Podcast Episode: https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000744116660

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.

"To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment." – Ralph Waldo Emerson

Check Out These Highlights:

Over the past four decades, the one constant that has worked well for me and made my sales results easy is anchoring my strategy in who I naturally am, not in what old-school sales trainers told me to be.

We'll explore how salespeople, leaders, and business owners can leverage their strengths, stories, and values to drive revenue, build trust, and create meaningful relationships. We want you to walk away with actionable steps you can implement immediately to grow your business or sales results without burnout, awkwardness, or pressure tactics.

About April Palmer:

April is a sales strategist and educator who helps founders and teams grow revenue by leveraging their natural strengths rather than outdated hustle tactics. Through human-centered frameworks, design thinking, and a touch of joyful chaos, she makes even the most intimidating sales challenges feel simple and doable. Her work empowers leaders to sell with confidence, clarity, and authenticity, creating sustainable success without burnout.

How to Get in Touch with April Palmer:

Website: https://www.linkedin.com/in/hotmessboss/

Email: april@unmba.io

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.