Sales Reinvented Podcast Por Paul Watts arte de portada

Sales Reinvented

Sales Reinvented

De: Paul Watts
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We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.© Sales Reinvented 2016 Economía Exito Profesional Marketing Marketing y Ventas
Episodios
  • The Building Blocks of Modern Negotiation, Ep #463

    The Building Blocks of Modern Negotiation, Ep #463
    Jul 16 2025
    My guest this week is negotiation futurist, bestselling author, and top-ranked negotiation expert Tim Castle. Tim is the founder of Negotiators Edge Training Academy and author of “The Art of Negotiation” and “The Momentum Sales Model.” Tim shares his most effective approaches to high-stakes negotiation, focusing on value creation, building trust, and leveraging the Best Alternative to a Negotiated Agreement (BATNA). He also reveals his favorite negotiation tactics, including creating urgency, holding firm with clarity, and operating from a mindset of abundance (not needing the deal). We also discuss the critical role of planning, how AI tools can supercharge your preparation, and why emotional intelligence is every modern negotiator’s secret weapon. Outline of This Episode [04:11] Understand BATNA to leverage deals by controlling emotions and fostering collaboration without appearing manipulative.[07:08] Be creative and clear in negotiation; hold firm on your value to persuade and influence effectively.[11:49] Use AI to research and prepare by understanding counterparts' backstories, challenges, and market trends.[14:48] Crystal is an AI tool that analyzes LinkedIn profiles to predict communication styles and offers tips for effective interaction.[17:58] Consistent integrity and champion-led negotiation empower internal advocates to overcome organizational hurdles and drive deals forward.[20:34] Guide clients through open questions to uncover pain points collaboratively, ensuring they buy into the process and solutions.[28:30] Value-based positioning and champion-led negotiation ensure long-term collaboration and significant value creation.[30:14] Strategy gets you in; tactics let you own the situation. Maintain a winning mindset to achieve the best outcomes. The Missing Link in Sales Success Strategies are the big-picture, macro gameplans: they define your end-goal, set your direction, and inform every subsequent decision. As Tim puts it, “Strategy is where you want to go, your desired outcome.” Maybe it’s nurturing a long-term partnership, building a multi-phase offering, or expanding the pie in an integrative negotiation. Tactics, on the other hand, are your in-the-moment moves. They’re the practical tools—like anchoring price, mirroring, labeling, or using the “give-get” concession model—that support your strategy and help you adapt as the conversation unfolds. The magic, Tim explains, happens when you intentionally align your tactics with your overarching strategy, rather than just reacting or trying to “win” the moment. The Heart of Effective Negotiation At the core of Tim’s approach is the idea that negotiation isn’t about extraction—it’s about value creation. The whole goal of negotiation is about value creation, he emphasizes. Instead of distributive “win-lose” thinking, Tim advocates for integrative negotiation, which seeks to expand the pie and foster collaboration for mutual gain. Knowing your BATNA (Best Alternative to a Negotiated Agreement) is essential here. When you’re clear on your alternatives, you can negotiate free from neediness and emotional intensity, giving you the space to truly listen, build trust, and co-create solutions with your counterpart. Trust-building is Tim’s “single biggest competitive advantage” in an AI-driven world. Even as automation and scripts proliferate, genuine human connection and credibility remain irreplaceable. Tim’s Favorite Tactics Tim shared his top tactics, each rooted in psychology and practical experience: Creating Urgency: By making your offer time-sensitive, you amplify its perceived value, countering commoditization and focusing the buyer’s attention.Not Needing the Deal: When you approach negotiations from a place of abundance (thanks to a healthy sales funnel), you have the flexibility to be creative, collaborative, and less reactive, leading to better deals and relationships.Clarity and Holding Firm: Clearly communicating your value and holding firm helps set boundaries, project confidence, and persuade the buyer of your worth.Vision of the Future (Bonus): Focus on positive, long-term outcomes to keep the conversation optimistic and to reduce emotional tension. The Power of AI and Human EQ Preparation is a non-negotiable for high-stakes deals. Tim recommends leveraging AI to research your counterpart’s background, understand market forces, and tailor your approach. Tools like DISC profiling—and platforms like Crystal Knows—can help you anticipate behavioral styles and communicate more effectively. Tim also emphasizes role-playing and exposure therapy as ways to build comfort and resilience when stakes (and emotions) run high. Ultimately, fusing AI with emotional intelligence (EQ) is a winning combination for modern negotiators. Resources & People Mentioned Books by Tim Castle Crystal Knows AI Connect with Tim Castle Tim Castle Connect With Paul Watts LinkedInTwitter ...
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    33 m
  • Building Trust and Value in B2B Sales Negotiations, Ep #462

    Building Trust and Value in B2B Sales Negotiations, Ep #462
    Jul 9 2025
    This week on the show, Marit Chervier de Ruiter brings her expertise in combining commercial structure with psychoanalytical principles to help businesses achieve long-lasting results in negotiation and sales. We dig into the critical differences between negotiation strategy and tactics, Marit shares game-changing tips for high-stakes negotiations, and how to cultivate stronger, more collaborative relationships with clients. She also shares her top dos and don'ts in negotiation and offers a real-world example of navigating a challenging deal with grace and success. Outline of This Episode [00:00] Build value step-by-step in negotiations to create stronger long-term relationships.[05:33] Know your audience, predict reactions, and stay agile.[06:48] Choose negotiation strategy based on relationship: competitive for one-off deals, collaborative for long-term relationships.[12:03] Be cautious about sharing too much information in negotiations to prevent the other party from using it against you.[10:13] Marit’s top three negotiation dos and don’ts.[13:44] A real-life scenario where Marit’s informal strategy resets the negotiation tone. Strategies and Tactics for High-Stakes Sales Your strategy is your overall plan: the “why” and “what” behind your negotiations. It’s about defining your end goal and determining the outcomes you hope to achieve. Tactics, on the other hand, are the practical steps and techniques you employ during the negotiation—the “how” that helps implement your strategy. Marit brilliantly uses the analogy of the board game Risk. Your strategy might be to conquer the most territories in Asia, but your specific moves—where to place armies, which battles to pick—constitute your tactics. This symbiotic relationship between strategy and tactics is at the heart of effective negotiation. Incremental Value Creation as a Powerful Negotiation Strategy When entering high-stakes deals, Marit’s go-to strategy is incremental value creation. Rather than rushing in to claim as much as possible, she advocates for building value collaboratively and step by step. This approach aims to expand the “pie” for all involved, rather than fighting for the largest slice of a smaller one. Incremental value creation doesn’t just lead to higher deal outcomes—it also lays the groundwork for strong, long-term relationships. As Marit notes, being able to foster trust and collaboration through this approach is just as important as the immediate value of the deal itself. Tactics for Gaining Leverage in Complex Deals Marit’s experience has equipped her with three favorite negotiation tactics that consistently deliver results: Giver’s Gain & Reciprocity: By giving value upfront, you trigger the powerful psychological principle of reciprocity. When you offer something, the other side is often compelled—sometimes unconsciously—to give in return.The Power of Silence: Marit emphasizes that listening is critical. Silence can be uncomfortable, leading others to fill the gap with information. The insights gained from simply listening can be incredibly valuable in steering negotiations.Never Go Alone: In high-stakes negotiations, going as a team allows you to multitask during meetings—you can observe nonverbal clues, take notes, listen attentively, and strategize in real time. Solo negotiators simply can’t do it all; teamwork is a tactical advantage. Collaborative vs. Competitive Approaches Marit highlights the importance of tailoring your negotiation strategy to the context. If you’re pursuing a one-time transaction, a more competitive stance may suffice. But if you’re aiming for a long-term relationship, collaboration and value creation take precedence. However, what if your counterpart takes a competitive approach despite your collaborative intentions? Marit’s advice: acknowledge the approach, reset the tone, and strive to steer the discussion toward shared value rather than mere positional bargaining. Marit wraps up the episode with a real-world example: facing a key client who violated a contract but remained strategically vital. Instead of severing ties, her team reset the relationship through informal conversation before formal negotiation, split roles as “good cop, bad cop,” and found a mutually acceptable solution. The outcome? A salvaged relationship and a creative, trust-based agreement. Connect with Marit Chervier de Ruiter Marit Chervier de Ruiter on LinkedIn Connect With Paul Watts LinkedInTwitter Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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    16 m
  • Persuasion Sandwiches and Logic Levers, Ep #461

    Persuasion Sandwiches and Logic Levers, Ep #461
    Jul 2 2025
    Sean Sidney is known for his original negotiation concepts like "logic levers," the "persuasion sandwich," and "Bluff-4," and has trained more than 8,000 professionals to secure better deals and deliver real business value. I’m talking to Sean this week all about how procurement pros gain leverage in even the most high-stakes deals. Sean generously shares his favorite tactics, including how to use threats respectfully, the power of emotional acceptance, and the strategic application of logic levers. Whether you’re in sales or procurement, Sean’s actionable, relatable insights will help you navigate challenging negotiations, avoid common pitfalls, and forge better business relationships. Plus, you’ll hear real-world stories from Sean’s own career, practical tips to recognize and counter aggressive negotiation moves, and the essential dos and don’ts that every negotiator should live by. Outline of This Episode [05:52] Emphasize emotion in persuasion: connect emotionally, be respectful, wrap emotional appeal around threats, and use logic to justify decisions.[07:11] Strategize to unsettle competitors and align sales for the best deal.[12:25] Focus on win-win negotiations by trading asymmetric variables to maximize value.[14:15] Collaborative negotiation involves sitting side by side to achieve mutual success.[18:54] Appreciate negotiating tips; emphasize quid pro quo strategy.[23:14] Understanding stakeholders' drivers and using backdoor selling effectively can influence decisions. Mastering Negotiation in Sales and Procurement At the foundation of effective negotiation lies a clear understanding of the difference between strategy and tactics. Sean Sidney succinctly explains: Strategy is the overarching plan designed to achieve a specific objective.Tactics are the specific actions or maneuvers employed to implement that strategy. For instance, a buyer’s objective might be to reduce costs. The strategy could range from developing new suppliers to collaborating for value creation. Tactics are then the moves—such as employing “logic levers” or persuasive messaging—that bring the chosen strategy to life. The Power of Gaining Leverage Sean’s go-to negotiation strategy, especially in high-stakes procurement deals, is to gain leverage. Leverage puts pressure on the other party to make concessions without having to give away value early. While it can seem aggressive, Sean emphasizes that this approach can be effective in both win-win and win-lose scenarios, provided you use the right tactics and maintain respect for the relationship. However, leverage isn’t about domination. Leverage, when used with progressive and collaborative tactics, creates the opportunity for both parties to get their share of the “pie”—even when that pie grows through collaboration. The Persuasion Sandwich So, how do you gain and apply leverage without damaging long-term relationships? Sean introduces three core negotiation tactics, ultimately wrapped into what he calls the Persuasion Sandwich: Action Consequences (The “Threat”): This is where you clearly articulate the consequences of non-action, e.g., “We can’t supply you unless the price increases.” While the term “threat” might sound harsh, it’s simply drawing clear boundaries.Emotional Acceptance: To prevent escalation or defensiveness, frame tough messages with empathy and respect. “I’d love to work with you, but due to our costs, we can’t lower our price further.” It’s about being hard on the issue, soft on the person.Logic Levers: Make your position believable and credible. Use logic by highlighting your worth as a partner, creating a sense of competition with others, or subtly shifting value focuses to place the other party off balance. These levers (us, others, them) make your persuasive message more convincing. By blending these elements, the persuasion sandwich becomes a sophisticated yet non-confrontational way to negotiate assertively without alienating your counterpart. Harnessing Preparation and Recognizing Tactics One of Sean’s golden rules is that preparation is everything. He advocates spending 80% of your effort preparing—analyzing your own and your counterpart’s position, planning your moves, and developing tradeable concessions. Even the most skilled negotiators wish they had prepared more. Understanding and countering aggressive tactics—like strong anchoring, “take it or leave it” offers, or last-minute demands comes down to anticipation and response. Recognize the move, re-anchor with confidence and logic, or be ready with a tradeable variable to maintain balance. Sean distinguishes between two classic strategies: Win-Lose (transactional, competitive, price-focused)Win-Win (collaborative, value-focused, deals with asymmetric variables that provide differing value to each side) While not every negotiation will veer toward true collaboration, building trust, focusing on shared objectives, and ...
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    25 m
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