Sales Reinvented

Your sales strategy gives you direction and frees up mental bandwidth, so don’t undervalue the importance of strategic planning before negotiations start.  In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage in high-stakes deals. We explore the importance of preparation, understanding your counterparty’s interests, and the power of active listening in shaping successful negotiation outcomes.  We also discuss common negotiation strategies used in complex sales and how to identify and address aggressive tactics with emotional intelligence. Susan shares personal experiences and offers practical tips to enhance your negotiation skills, ensuring all parties walk away happy.  Outline of This Episode * (00:00) Introduction to Susan Borke * (06:14) Effective Negotiation Preparation Strategies * (09:44) Embrace Diverse Perspectives in Sales * (12:22) Understanding Clients' Perspectives in Negotiations * (13:55) Recognizing and Disconnecting from Aggressive Negotiation Tactics * (19:39) Negotiating Job Title and Staffing * (21:07) Do Your Research and Determine Whether What You’re Offering Fits Resources & People Mentioned * Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton [https://a.co/d/5Ufdhh5] Connect with Susan Borke * Susan Borke on LinkedIn [https://www.linkedin.com/in/susanborke/]  * BorkeWorks [https://www.borkeworks.com/]  Connect With Paul Watts  * LinkedIn [https://www.linkedin.com/company/sales-reinvented/] * Twitter [https://twitter.com/salesreinvented]  Subscribe to SALES REINVENTED [https://plinkhq.com/i/1176556058] Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com [https://www.podcastfasttrack.com/]

In this episode of Sales Reinvented, we sit down with Joanne Smith, a pricing expert and author of The Price Negotiation Playbook. Joanne dives deep into the world of price negotiation, sharing her proven strategies and tactics for navigating tough pricing conversations. Whether you're dealing with price pressure or high-stakes deals, Joanne’s expert insights will help you confidently handle price negotiations and ensure you get the value you deserve. Outline of This Episode * (0:52) What are the key differences between negotiation strategy and tactics? * (1:58) How should companies adapt their pricing strategies during times of uncertainty? * (3:50) Joanne’s go-to negotiation strategy for high-stakes deals * (5:45) Joanne’s three favorite negotiation tactics * (9:13) How important is planning in negotiation strategy and tactics? * (10:35) Common negotiation strategies (and choosing the best to use)  * (14:40) How can salespeople recognize and counter aggressive negotiation tactics? * (17:15) Joanne’s top three negotiation strategy and tactics dos and don’ts * (19:37) Can you share a real-world example of a successful negotiation? * (15:00) What role does integrity and fairness play in successful negotiations? Connect with Joanne Smith * Connect on LinkedIn [https://www.linkedin.com/in/smithjoannem/] Connect With Paul Watts  * LinkedIn [https://www.linkedin.com/company/sales-reinvented/] * Twitter [https://twitter.com/salesreinvented]  Subscribe to SALES REINVENTED [https://plinkhq.com/i/1176556058] Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com [https://www.podcastfasttrack.com/]

What if the key to successful negotiations wasn’t about securing the best deal right away, but about building a lasting relationship that leads to ongoing success? In this episode, Paul Watts sits down with Mike Figliuolo, founder of Thought Leaders LLC, to explore how fostering relationships during the negotiation process can lead to more fruitful, long-term partnerships. Mike, a seasoned leader with a background in both the military and corporate America, shares how he’s applied relationship-building strategies in high-stakes negotiations to ensure long-term success for both parties involved. Outline of This Episode * (0:00) Introduction to Mike Figliuolo * (1:40) The Difference Between Strategy and Tactics in Negotiation * (2:31) Mike’s Go-To Negotiation Strategies * (3:37) Top Three Negotiation Tactics * (5:59) Planning and Role-Playing for Successful Negotiations * (7:06) Managing Complex Sales: Breaking Deals into Smaller Components * (8:49) Counteracting Aggressive Negotiation Tactics * (10:56) Top 3 Negotiation Strategy and Tactics dos and don’ts * (14:41) The Importance of Relationships in Negotiation Resources & People Mentioned * LinkedIn Learning [https://www.linkedin.com/learning/] Connect with Mike Figliuolo * Connect on LinkedIn [https://www.linkedin.com/in/mikefigliuolo/] * Follow on Twitter [https://x.com/Figliuolo] Connect With Paul Watts  * LinkedIn [https://www.linkedin.com/company/sales-reinvented/] * Twitter [https://twitter.com/salesreinvented]  Subscribe to SALES REINVENTED [https://plinkhq.com/i/1176556058] Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com [https://www.podcastfasttrack.com/]

What’s the secret to successful negotiations? It’s not just about making offers or striking deals—it's about creating the right kind of friction. In this episode, Paul Watts sits down with negotiation expert Saad Saad, who emphasizes that introducing healthy tension into conversations is a key strategy for achieving favorable outcomes. Saad explains how friction in a negotiation helps both parties fully assess the terms, leading to stronger, more deliberate decisions. Tune in to hear how mastering the art of friction can transform your approach to high-stakes deals and turn challenging negotiations into opportunities for success. Outline of This Episode * (0:58) The difference between strategy and tactics * (1:50) Saad’s go-to negotiation strategy for high-stakes deals * (2:47) Saad’s three favorite negotiation tactics * (4:56) The role of preparation and self-awareness in negotiation * (6:52) Common negotiation strategies for complex sales * (8:27) Handling aggressive negotiation tactics * (11:35) Saad’s top negotiation dos and don’ts * (15:13) Saad’s real-world negotiation story Connect with Saad Saad * BOOK: In the Lead [https://www.amazon.com/Lead-Mastering-Your-Sales-Negotiation/dp/B0DNBF1152] * Connect on LinkedIn [https://www.linkedin.com/in/saadasaad/] Connect With Paul Watts  * LinkedIn [https://www.linkedin.com/company/sales-reinvented/] * Twitter [https://twitter.com/salesreinvented]  Subscribe to SALES REINVENTED [https://plinkhq.com/i/1176556058] Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com [https://www.podcastfasttrack.com/]

What’s the real difference between negotiation strategy and tactics, and why does it matter so much in high-stakes deals? In this episode of Sales Reinvented, we’re joined by Stuart Foster, an international sales performance coach, who answers this question and shares his expertise on navigating complex negotiations.  Stuart reveals how understanding the balance between strategy and tactics can be the key to closing deals, building long-term relationships, and ensuring mutual success. Whether you’re negotiating with a tough buyer or trying to secure a lasting partnership, Stuart’s actionable advice will equip you with the tools you need to master the art of negotiation. Outline of This Episode * (0:51) What is the difference between negotiation strategy and tactics? * (1:26) How should strategy and tactics complement each other in a deal? * (2:22) Stuart’s go-to negotiation strategy for high-stakes deals * (5:28) The role of planning in negotiation strategy and tactics * (6:55) Common negotiation strategies in complex sales * (8:55) How to handle aggressive negotiation tactics from buyers * (10:30) Stuart’s top three negotiation strategy dos and don'ts * (13:38) Real-world example of applying strategy and tactics in a high-stakes deal Connect with Stuart Foster * Connect on LinkedIn [https://www.linkedin.com/in/stuartpaulfoster/] Connect With Paul Watts  * LinkedIn [https://www.linkedin.com/company/sales-reinvented/] * Twitter [https://twitter.com/salesreinvented]  Subscribe to SALES REINVENTED [https://plinkhq.com/i/1176556058] Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com [https://www.podcastfasttrack.com/]