Sales Reinvented

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

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

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 Twitt

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 an

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 Co

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

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

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 objectio

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

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 

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

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

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 emp

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 TED

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 Stal

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 Connec

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

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 Sho

The Art of Cold-Calling with Chris Cicconi, Ep #423 Early in his career, Chris Cicconi believed cold-calling was a science. He came prepared with a script, knew everything about who he was talking to, and knew when to execute. But as his career has evolved, the process has become more of an art. Now he gathers a general idea of his persona, where they work, and what their industry is like but he doesn’t rely on the structure like he did in the past. He shares how his process helps him book more meetings in this episode of Sales Reinvented.  Outline of This Episode [0:46] What is cold-calling? Is it still relevant? [2:08] Is cold-calling an art and a science? [3:23] How Chris prepares for cold-calling  [5:05] Chris’s effective opening lines and techniques  [7:11] How to keep a cold call engaging [9:06] Indispensable tools, technology, and metrics [10:26] Chris’s top cold-calling dos and don’ts [15:57] How Chris handles objections and rejections Resources & People Mentioned Trellus Power Dialer Connect

There’s still nothing like picking up the phone and having a person-to-person conversation. But the key to a great conversation is being positive, passionate, and prepared. You have to gather data-driven insights and use them to refine your approach.  You have to believe in and be passionate about your product or solution. You must be positive. Stuart shares how to combine the three keys to book more meetings in this episode of Sales Reinvented.  Outline of This Episode [0:42] What is cold-calling? Is it still relevant? [1:42] Is cold-calling an art and a science? [2:51] You must be positive, passionate, and prepared [4:05] Stuart’s effective opening lines and techniques  [5:41] How to keep a cold call engaging [7:07] Indispensable tools, technology, and metrics [9:03] Stuart’s top cold-calling dos and don’ts [11:38] How Stuart handles objections and rejections Resources & People Mentioned ChatGPT LinkedIn Sales Navigator Crystal Knows Connect with Stuart Foster Connect on LinkedIn Connect With Paul