Sales Reinvented podcast

Player FM - Internet Radio Done Right

20 subscribers

Menambahkan eight tahun yang lalu

Konten disediakan oleh Paul Watts. Semua konten podcast termasuk episode, grafik, dan deskripsi podcast diunggah dan disediakan langsung oleh Paul Watts atau mitra platform podcast mereka. Jika Anda yakin seseorang menggunakan karya berhak cipta Anda tanpa izin, Anda dapat mengikuti proses yang diuraikan di sini https://id.player.fm/legal.

<div class="span index">1</div> <span><a class="" data-remote="true" data-type="html" href="/series/carol-costello-presents-the-god-hook">Carol Costello Presents: The God Hook</a></span>

1
Carol Costello Presents: The God Hook

Berhenti berlangganan

1 day yang lalu1d ago

Berhenti berlangganan

Bulanan

In Season Two of her true crime series, The God Hook, journalist Carol Costello investigates the complex case of the Ohio Craigslist Killings—and in doing so, unearths the untold story of the crimes that preceded the murders—and the victims who’ve never received justice. Richard Beasley was convicted of murdering three men and attempting to kill a fourth in the fall of 2011, but before that heinous spree, authorities were building a human trafficking case against him. Now, working with the case's prosecutor, a county sheriff, and many closely involved sources, Carol examines previously unknown details of Beasley’s alleged crimes, and how he used the God Hook to lure his victims and bend them to his will. In Season One of this podcast, Blind Rage, journalist Carol Costello revisits the first big assignment she covered as a 22-year-old, novice reporter: Phyllis Cottles’ brutal attack. Psychologists call them “Triumphant Survivors,” but Phyllis Cottle was more than a survivor, she used this crime to better herself and the world around her. Support our show by becoming a premium member! https://evergreenpodcasts.supportingcast.fm

Sales Reinvented

Beranda serial•Feed

We at Sales Reinvented are on a mission to change the negative perception of selling. 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 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.

109 episode

#Business #Marketing #Paul Watts #Careers #Sales Planning

Sales Reinvented

20 subscribers

updated sekitar 5 jam yang lalu

Beranda serial•Feed

109 episode

#Business #Marketing #Paul Watts #Careers #Sales Planning

Semua episode

Sales Reinvented

1
Mastering Price Negotiation: Strategies and Tactics with Joanne Smith, Ep #453 24:55

5 hours yang lalu24:55

Putar Nanti

Daftar

Suka

Menyukai

24:55

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 Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Building Stronger Relationships Through Negotiation: Insights from Mike Figliuolo, Ep #452 21:27

7 hari yang lalu21:27

21:27

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 Connect with Mike Figliuolo Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Creating Healthy Friction: The Key to Mastering Negotiations with Saad Saad, Ep #451 20:18

14 hari yang lalu20:18

20:18

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 Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
The Total Cost of Ownership: Strategic Negotiation for Complex Sales with Stuart Foster, Ep #450 18:59

21 hari yang lalu18:59

18:59

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 Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Collaborative Negotiation: Strategies and Tactics for Success with Jeanette Nyden, Ep #449 24:09

28 hari yang lalu24:09

24:09

In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals. Whether you're negotiating with customers, suppliers, or partners, Jeanette’s approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to navigate negotiations with confidence and integrity. Outline of This Episode (1:00) Jeanette defines the difference between negotiation strategy and tactics (2:44) Jeanette’s go-to negotiation strategy for high-stakes deals (3:57) Jeanette’s three favorite negotiation tactics for leveraging tough deals (6:10) Normative leverage and how it applies to collaborative negotiations (7:35) The role of planning in developing negotiation strategies and tactics (8:51) How do you determine the most effective negotiation strategy? (11:16) Recognizing and countering aggressive negotiation tactics (15:24) Jeanette's top three negotiation do's and don'ts (18:53) Navigating a sticky real-world negotiation Resources & People Mentioned Negotiation Preparation on the Fly Connect with Jeanette Nyden Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Negotiation Mastery: Tactics, Strategies, and Countering Aggression with Phil Brown, Ep #448 26:10

5 weeks yang lalu26:10

26:10

In this episode of Sales Reinvented , host Paul Watts is joined by Phil Brown, founder of The Negotiation Club. With over 30 years of experience in procurement, Phil shares his wealth of knowledge on the nuances of negotiation strategy and tactics. Whether you’re negotiating high-stakes deals or everyday contracts, Phil’s insights will equip you with the tools to make confident, effective decisions and outmaneuver tricky negotiation tactics. Phil walks us through the key distinctions between strategy and tactics, the power of asking the right questions, and how to navigate aggressive negotiation styles with finesse. He also explains the psychology behind anchoring and shares simple but powerful tactics, like using odd numbers and summarizing, to create an edge in negotiations. Outline of This Episode (1:10) What’s the difference between negotiation strategy and tactics? (2:06) Phil’s go-to negotiation strategy for high-stakes deals (3:34) The top three negotiation tactics Phil swears by (6:35)) The role of planning in negotiations (7:56) The different strategies used in complex sales (10:41) Handling emotional responses in negotiations and why staying calm is key (15:06) Phil’s Do’s and Don’ts in negotiation strategy and tactics (20:03) How odd numbers made a big impact on the outcome of a negotiation Connect with Phil Brown Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
How Preparation Shapes Effective Negotiations with Scott Chepow, Ep #447 15:51

6 weeks yang lalu15:51

15:51

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. Outline of This Episode (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 Connect with Scott Chepow Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Unlocking the Secrets of Negotiation with Shawn Karol Sandy, Ep #446 23:35

7 weeks yang lalu23:35

23:35

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. Outline of This Episode (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? Resources & People Mentioned CrystalKnows Connect with Shawn Karol Sandy Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Why Understanding Character is Key to Negotiation Strategy per Jay Heinrichs, Ep #445 18:09

8 weeks yang lalu18:09

18:09

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. Outline of This Episode (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 Resources & People Mentioned Thank You for Arguing Aristotle's Guide to Self Persuasion Connect with Jay Heinrichs Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Learn How to Resource-Based Modeling (RBM) in Negotiations with Santino Pasutto, Ep #444 21:20

9 weeks yang lalu21:20

21:20

]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. Outline of This Episode (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 Resources & People Mentioned Resource-Based Theory and the Value Creation Framework Connect with Santino Pasutto Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Strategies and Tactics for Negotiating High-Stakes Deals with Randy Kutz, Ep #443 33:24

10 weeks yang lalu33:24

33:24

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. Outline of This Episode (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 Resources & People Mentioned Chris Voss Connect with Randy Kutz Scotwork Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Lucy Chamberlain’s Negotiation Tactics and Strategies to Close More Deals, Ep #442 17:29

11 weeks yang lalu17:29

17:29

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. Outline of This Episode (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 Connect with Lucy Chamberlain LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Mastering Negotiation Strategy and Tactics with Dr. Keld Jensen, Ep #441 25:01

12 weeks yang lalu25:01

25:01

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. Outline of This Episode (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 Resources & People Mentioned The Elements of Negotiation SMARTnership Connect with Keld Jensen Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Art Sobzcak’s Four-Step Objection Handling Framework, Ep #440 18:47

13 weeks yang lalu18:47

18:47

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. Outline of This Episode [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 Resources & People Mentioned Art’s FREE objection masterclass Connect with Art Sobzcak Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Turning Objections into Opportunities with Diane Helbig, Ep #439 17:12

14 weeks yang lalu17:12

17:12

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. Outline of This Episode [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 Connect with Diane Helbig Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Master the Sales Process to Combat Objections per Justin Zappulla, Ep #438 20:52

15 weeks yang lalu20:52

20:52

According to Justin Zappulla, 90% of objections fall into three categories: The customer doesn’t see the value in what you’re proposing as it relates to the price you’re charging. They don’t think you can help (or they don’t trust that you can) and believe there’s a better alternative. 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. Outline of This Episode [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 Resources & People Mentioned Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals Connect with Justin Zappula Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
From Obstacle to Opportunity: Uncovering Hidden Objections with Steve Hall, Ep #437 18:12

16 weeks yang lalu18:12

18:12

In this episode, sales expert Steve Hall challenges the idea of “overcoming” objections, seeing them instead as opportunities to build trust. He shares how understanding the nature of objections—whether they’re real concerns or just initial brush-offs—can strengthen sales conversations at every stage. Steve emphasizes the role of empathy, listening, and confidence, and provides his top objection-handling strategies, including how to address price concerns without immediately discounting. By reframing objections and approaching them with curiosity, Steve shows how sales professionals can turn these challenges into lasting relationships and closed deals. Outline of This Episode [1:02] Common objections that salespeople face [2:14] The Biggest mistake salespeople make [3:20] How Steve responds to objections [6:38] The role of empathy in handling objections [7:43] How to handle objections with confidence [9:36] Steve’s top 3 objection handling dos and don’ts [11:36] Turning challenging objections into sales Connect with Steve Hall Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Kendra Lee’s Guide to Overcoming Price Objections, Ep #436 16:34

17 weeks yang lalu16:34

16:34

Sales objections, often centered around price or perceived overselling, can trip up even the most seasoned sales professionals. Kendra Lee emphasizes the importance of listening without rushing to respond, allowing salespeople to truly understand whether they’re addressing a real concern or simply a misunderstanding. In this episode, she explains how to use thoughtful questions to uncover the prospect’s true motivations without setting “traps.” Building trust is key, as is showing prospects that their best interests are at the heart of the conversation. Tune in to learn Kendra’s top strategies for confidently addressing objections with empathy and skill. Outline of This Episode [0:45] The most common objections salespeople face [1:50] The biggest mistake salespeople make [3:29] Kendra’s strategy for responding to objections [5:05] The role of empathy in handling objections [6:58] How to handle objections with confidence [9:02] Kendra’s top 3 objection handling dos and don’ts [10:29] Overcoming a price and scope objection Connect with Kendra Lee Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Caryn Kopp’s 3 P’s for Handling Objections, Ep #435 17:52

18 weeks yang lalu17:52

17:52

What % of the time are you facing your top three objections? If it’s 75% of the time, it’s time to do something about it. You want to reduce the percentage of the time you’re receiving that objection. You can only do that by learning the most common objections you face. Caryn has the solution. Learn how to leverage her 3P process in this episode of Sales Reinvented. Outline of This Episode [0:58] Common types of objections salespeople face [2:48] The biggest mistake salespeople make [4:11] How Caryn responds to objections [6:01] The role of empathy in objection-handling [7:00] How to handle objections with confidence [9:45] Caryn’s top objection-handling dos and don’ts [11:43] Flipping the switch with a hesitant prospect Connect with Caryn Kopp Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Objection-Handling: Understand, Play Back, and Connect with Tim Wackel, Ep #434 15:14

19 weeks yang lalu15:14

15:14

In this episode of Sales Reinvented, Tim Wackel shares his tried-and-true strategies for navigating objections with confidence. He walks us through common mistakes salespeople make, emphasizing the importance of understanding where objections come from and responding thoughtfully rather than defensively. Tim breaks down his three-step approach—Understand, Play Back, and Connect—highlighting how to align with the prospect by showing empathy, gaining clarity, and building trust. Listen in to learn how to turn objections into opportunities for connection and build stronger customer relationships in the process. Outline of This Episode [0:46] Common types of objections salespeople face [1:38] The biggest mistakes salespeople make with objections [3:00] How Tim responds to objections [4:10] The role of empathy in objection-handling [5:53] How to handle objections with confidence [7:12] Tim’s top objection-handling dos and don’ts [8:54] Don’t get ahead of yourself [10:22] Handling a well-founded sales objection Connect with Tim Wackel Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
The Root Cause of Objections: A Deep Dive with Melissa Madian, Ep #433 15:56

20 weeks yang lalu15:56

15:56

In this episode of Sales Reinvented , Melissa Madian dives into the psychology behind objections in sales conversations—specifically how most objections aren’t really about the surface-level concerns expressed by buyers. Instead, they stem from a fear of change and disruption to the status quo. Statements like: “That feels expensive...” “That seems hard...” “I don’t have time to do that...” …aren’t about price, complexity, or time. These objections reflect a deeper emotional resistance. So how can sales professionals address these concerns effectively? Melissa shares actionable strategies to help you navigate these hidden fears with empathy and confidence. Outline of This Episode [1:07] The common type of objections salespeople face [2:30] The biggest mistake salespeople make with objections [4:50] How Melissa responds to objections [7:06] The role of empathy in objection handling [8:50] How to handle objections with confidence [12:00] Melissa’s top objection-handling dos and don’ts Connect with Melissa Madian Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Mastering Objections with Empathy and Confidence: Lessons from Melinda Emerson, Ep #432 19:36

21 weeks yang lalu19:36

19:36

Handling sales objections is a delicate art—one that requires empathy, persistence, and creative problem-solving. Melinda Emerson, a seasoned sales expert, shares her strategies for overcoming objections, shifting conversations from price to value, and building trust with clients. Her insights offer valuable lessons for sales professionals navigating challenging negotiations, especially with small business owners. In this episode, she explores practical ways to handle objections with empathy and confidence, whether the pushback is about price, decision-making authority, or timing. Outline of This Episode [1:19] Common types of sales objections [2:33] The biggest mistake salespeople make [6:10] How Melinda responds to objections [8:52] The role of empathy in handling objections [12:08] How to handle objections with confidence [13:39] Melinda’s top 3 objection-handling dos and don’ts [15:50] Melinda’s six-year sale Connect with Melinda Emerson Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Determining the Root Cause of an Objection with Nick Kane, Ep #431 16:47

22 weeks yang lalu16:47

16:47

When a prospect voices an objection, it’s easy to assume the issue lies on the surface—whether it’s price, timing, trust, or product fit. But according to Nick Kane, these aren’t always the real obstacles. Often, the true cause remains hidden beneath what’s initially said. In this episode of Sales Reinvented, Nick emphasizes how understanding the root cause of an objection can turn pushback into a meaningful opportunity for growth. Outline of This Episode [0:59] The most common types of objections [2:13] The biggest mistake salespeople make [3:44] How Nick responds to objections [5:10] The role of empathy in handling questions [6:17] How to handle objections confidently [8:18] Nick’s top 3 dos and don’ts [11:27] Overcoming the “timing” objection Connect with Nick Kane Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Turn Pushback into Progress with Amy Franko, Ep #430 20:20

23 weeks yang lalu20:20

20:20

Objections are an inevitable—and valuable—part of the sales process. Amy Franko explains why it's essential to welcome objections from prospects. Often, objections reflect concerns around value, trust, or priorities. Identifying which category the objection falls into can guide how you respond. In episode #430, Amy offers actionable strategies to help you handle objections with confidence. Outline of This Episode [0:58] Common objections salespeople face [3:10] The biggest mistake(s) salespeople make [4:31] How to respond to objections [7:05] The role of empathy in handling objections [9:06] How to handle objections with confidence [11:32] Amy’s dos and don’ts for handling objections [15:01] Turning a challenging objection into a sale Connect with Amy Franko Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Bob Apollo’s Guide to Navigating Customer Objections, Ep #429 17:27

24 weeks yang lalu17:27

17:27

Salespeople tend to assume that any question a customer asks has the potential to be an objection. But it may simply be a request for clarification or a concern. That being said, Bob Apollo believes that there are four significant categories of objections. The customer doesn’t need what you’re trying to promote They might need what you’re trying to promote but there’s no urgency to move quickly They’d like to move forward but they can’t afford the cost They haven’t built a relationship of trust with you and aren’t sure they’ll get the outcome they’re looking for Some level of questions and concerns are natural. If they don’t challenge you, you have to wonder how seriously they’re evaluating it. When objections do arise, how do you handle them? Bob shares his strategy in this episode of Sales Reinvented. Outline of This Episode [0:46] The most common types of objections [2:36] The biggest mistakes people make with objection handling [3:36] Bob’s strategy for responding to objections [5:15] The role of empathy in handling objections [7:06] How to handle objections with confidence [10:22] Bob’s top 3 objection handling dos and don’ts [12:21] Turning a challenging objection into a successful sale Connect with Bob Apollo Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
"Brian Ahearn’s ‘Feel, Felt, Found’ Technique for Empathetic Objection Handling, Ep #428 15:58

25 weeks yang lalu15:58

15:58

In this episode of Sales Reinvented , Brian Ahearn breaks down how to effectively handle objections, with price being the most common. He explains that salespeople must guide comparisons to demonstrate value, making price less of a hurdle. Preparation is key—knowing objections in advance and addressing them early builds trust and credibility. Brian shares his “Feel, Felt, Found” technique to handle objections empathetically, using social proof and cognitive triggers to ease resistance. Finally, he recommends a “speed dating” style of role-playing objections to build confidence and sharpen skills through repetition. Outline of This Episode [0:46] The most common types of objections [2:35] The biggest mistake (and how to avoid it) [4:10] How Brian responds to objections [5:43] The role of empathy in objection-handling [8:54] How to handle objections with confidence [11:54] Top 3 objection-handling dos and don’ts [13:05] Turning an objection into a successful sale Resources & People Mentioned Brian’s TEDx talk about his wife Connect with Brian Ahearn Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Lisa Magnuson’s Empathetic Approach to Handling Objections, Ep #427 21:45

26 weeks yang lalu21:45

21:45

We’ve all heard the usual objections—“The price is too high” or “You’re not a good fit for us.” But what about the objections no one talks about? Many deals fall through because prospects perceive real or imagined risk . Others are paralyzed by decision fatigue , overwhelmed by the options in front of them. In this episode of Sales Reinvented , you’ll learn how to uncover these hidden barriers, shift objections into conversations, and build trust that leads to yes. Dive into the key insights below, then listen to the full episode to sharpen your sales game! Outline of This Episode [1:12] The most common types of objections [3:05] How to overcome prospect overwhelm [4:22] The biggest mistakes people make [7:45] How Lisa responds to objections [9:04] The role of empathy in objection-handling [11:09] How to handle objections with confidence [14:10] Top 3 objection-handling dos and don’ts [17:00] Turning an objection into a successful sale Resources & People Mentioned B2B Sales Strategy: Avoid Prospect Stalls and Stops Connect with Lisa Magnuson Follow on X Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Tackle Scripted Cold-Calling with Wendy Weiss, Ep #426 20:37

27 weeks yang lalu20:37

20:37

Because so many competitors are hiding behind digital tools, far fewer are calling prospects. That’s why cold-calling is amazingly relevant. But you have to practice your craft. Wendy Weiss has been training salespeople for 24 years. When most people learn a simple scripted system, know it inside and out, and practice it consistently, picking up the phone is easy. She shares why she believes scripting is so important in this episode of Sales Reinvented. Outline of This Episode [1:01] What is cold-calling? Is it still relevant? [2:42] Is cold-calling an art and a science? [3:32] How Wendy prepares for cold-calling [5:59] Wendy’s effective opening lines and techniques [7:01] To script or not to script? [8:46] Tools, technology, and metrics Wendy uses [11:58] Wendy’s top cold-calling dos and don’ts [15:01] How Wendy handles objections and rejections Resources & People Mentioned Contact Science Get Wendy’s FREE Sales Prospecting Toolkit Connect with Wendy Weiss Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Cold-Calling: Be Present with Your Prospects, with Keith Rosen, Ep #425 22:38

28 weeks yang lalu22:38

22:38

Cold-calling is the art of creating a new possibility. When someone makes a cold call, they’re often focused on “I have to get this meeting. I can’t blow this. I need this deal.” They’re so focused on themselves and their own agenda that they can’t create possibilities. You have to understand the prospect's greatest pain and how you can align their pain with the value that you can deliver. The only way any salesperson can do that is by discovering where the prospect is today and where they want to be tomorrow. Keith Rosen shares how to do that in this episode of Sales Reinvented. Outline of This Episode [1:00] What is cold-calling? Is it still relevant? [5:00] Is there a science to cold-calling? [16:24] Keith’s top cold-calling dos and don’ts Connect with Keith Rosen Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Sales Reinvented

1
Master Pattern Interruptions with Jordon Rowse, Ep #424 14:30

29 weeks yang lalu14:30

14:30

When you’re calling someone out of the blue, you have to gain their attention. To do so, you need to be direct, honest, and strong. But whatever you do, you have to meet the prospect as who they are. You need to know their personality to know the best way to pique their interest. Jordan covers the rules he follows to conquer cold calls and book meetings in this episode of Sales Reinvented. Outline of This Episode [0:45] What is cold-calling? Is it still relevant? [1:34] Is cold-calling an art and a science? [2:09] Pattern interruptions [3:04] How Jordon prepares for cold-calling [4:21] Jordon’s effective opening lines and techniques [5:22] To script or not to script? [6:19] Tools, technology, and metrics Jordon uses [7:48] Jordon’s top cold-calling dos and don’ts [10:16] How Jordon handles objections and rejections Connect with Jordon Rowse Orum Koncert Kixie HubSpot Salesforce Crystal Knows Humantic.ai Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com…

Selamat datang di Player FM!

Player FM memindai web untuk mencari podcast berkualitas tinggi untuk Anda nikmati saat ini. Ini adalah aplikasi podcast terbaik dan bekerja untuk Android, iPhone, dan web. Daftar untuk menyinkronkan langganan di seluruh perangkat.

Dengarkan 500+ topik

20 subscribers

Mirip dengan Sales Reinvented

Amazon eGift Card - Amazon Logo (Animated)

Amazon eGift Card - Bright Balloons (Animated)

Apple Watch Series 10 [GPS 42mm case] Smartwatch with Rose Gold Aluminium Case with Light Blush Sport Band - S/M. Fitness Tracker, ECG App, Always-On Retina Display, Water Resistant

Podcast Layak Disimak

Sales Reinvented

Sales Reinvented

Podcast Layak Disimak

Selamat datang di Player FM!

Mirip dengan Sales Reinvented

Panduan Referensi Cepat