Sales Reinvented

As a sales leader, you want to prepare for every step of the process. Because negotiation is so far down the sales funnel, it would be a shame to be unprepared and lose a deal because you weren’t prepared. Preparation allows you to think strategically. It also makes you look professional. Someone’s business was important enough for you to take the time to prepare. So how do you prepare strategically? And what does it take to have a successful negotiation? Learn more from Kristie Jones in this episode of Sales Reinvented!  Outline of This Episode [0:58] Why planning and preparation is an important step in negotiation [2:08] The key steps a salesperson should take to prepare for negotiation [4:28] The attributes or characteristics that make a great negotiation planner [6:50] Tools and resources to improve your negotiation outcomes [8:49] Kristie’s top three negotiation planning dos and don’ts [11:42] You have to remain flexible in your negotiation preparation The key steps a salesperson should take to prepare

Everything depends on preparation. When you’re in a negotiation, you’re under pressure. You need a good plan or all is lost before you start. Planning is often the most neglected part of a negotiation, too. Why? Because salespeople think they can’t plan because they don’t know what the other person will do. They want to go in and “See what happens.” Chris Croft believes that mindset is all wrong. You need a plan—just work in a few ‘what ifs.’ Outline of This Episode [0:48] Why planning and preparation is an important step in negotiation [2:10] The key steps a salesperson should take to prepare for negotiation [8:46] How to “be nice” in a negotiation when you dislike the other person  [11:12] The attributes or characteristics that make a great sales negotiator [14:43] Tools and resources to improve your negotiation outcomes [19:53] Chris’s top three negotiation planning dos and don’ts [22:52] You can negotiate from a place of weakness and still win The key steps a salesperson should take to prepare for negot

level solution. What are their goals and aspirations for their company? How can your product or services help them achieve their goal? In this episode of Sales Reinvented, Lisa McLeod shares why it’s important to focus on your counterpart’s highest-level solution—and how to do it.  Outline of This Episode [0:53] Why planning and preparation is an important step in negotiation [1:42] The key steps a salesperson should take to prepare for negotiation [4:00] Why you need to identify your counterpart’s highest-level solution  [5:45] The attributes or characteristics that make a great sales negotiator [8:06] Tools and resources to improve negotiation outcomes [9:38] Lisa’s top three negotiation planning dos and don’ts [13:44] Why you should offer more value instead of lowering your price The key steps a salesperson should take to prepare for negotiation If you’re planning a high-stakes negotiation, there are three things Lisa believes you need to do:  Take a deep breath: That floods oxygen to your brain and hel

As a former procurement professional, Mike Inman can guarantee that procurement comes to the table with a plan. As a salesperson, if you don’t have a plan of your own—you’ll end up following theirs. You should know the tactics you want to use, who is going to be in the meeting, what your BATNA is, and you must set an agenda. Knowledge is power, and you have to leverage it. He shares his take on “opposition” research in this episode of Sales Reinvented!  Outline of This Episode [0:59] Why planning and preparation is an important step in negotiation [2:06] The key steps a salesperson should take to prepare for negotiation [4:09] The attributes or characteristics that make a great sales negotiator [5:04] Don’t be afraid to leverage LinkedIn to do your research [8:33] Mike’s top three negotiation planning dos and don’ts [10:50] The importance of opposition research in a negotiation The key steps a salesperson should take to prepare for negotiation What’s happening on your side of the table? For every deal point

Joanne M Smith believes that negotiation preparation in 2023 will be more critical than ever. Why? Because change is happening. We’ve been in an easy negotiation market. She points out that we’re looking at a potential recession where pricing power is going to shift away from suppliers and into the hands of the customers. That’s why she believes salespeople need to plan for tough conversations. Learn what that looks like in this episode of Sales Reinvented!  Outline of This Episode [0:45] Why planning and preparation is an important step in negotiation [1:45] The key steps a salesperson should take to prepare for negotiation [5:02] The attributes or characteristics that make a great sales negotiator [7:16] Negotiation planning tools and resources to improve B2B negotiations  [9:24] Joanne’s Top negotiation planning dos and don’ts [13:27] Planning for tough conversations leads to negotiations success The key steps a salesperson should take to prepare for negotiation The best economists believe that we’ll see

It’s important to practice and train in football, basketball, or any other professional sport, right? Yet too many professionals discount the importance of practice and preparation. But if you don’t plan and prepare when you’re negotiating with a team, you’re planning and preparing for complete failure. A great negotiation is the result of great planning on both sides. Keld Jensen emphasizes that you must spend time preparing—more so than on the negotiation itself. Learn how he accomplishes this in this episode of Sales Reinvented!  Outline of This Episode [0:47] Why planning and preparation is an important step in negotiation [2:48] The key steps a salesperson should take to prepare for negotiation [5:50] The attributes or characteristics that make a great sales negotiator [7:37] Negotiation planning tools and resources to improve B2B negotiations  [9:33] Top three negotiation planning dos and top three don’ts [12:55] Why a negotiation team needs at least three players [15:08] Things to be aware of when neg

What does a customer experience when they hear a story? It should be entertaining, enjoyable, and relatable. Storytelling is innately human. We are wired to receive and retain information when it’s told in story form. Stories can also be used to create alignment with important executive stakeholders in the sales process. Learn how Scott Ingram uses stories to create executive alignment with Fortune 500 companies in this episode of Sales Reinvented! Outline of This Episode [0:53] Why storytelling is an important skill to possess  [1:30] Is storytelling something that can be learned? [2:44] The ingredients of a great story that sells [3:32] The attributes of a great sales story [6:23] Resources to improve storytelling abilities [7:17] Reaching executive stakeholders with one question [14:03] The success Scott sees aligning with stakeholders [15:11] What you can take away from Scott’s story Stories are perfected through practice Scott has developed specific stories for specific situations that he knows will re

Sales is about building relationships. People want to have faith that you’re a good person and that you’re there for the right reasons. They don’t get to see you in action. But if you tell a story about a real experience, it shares a sample of your behavior. It allowed them to decide whether or not you’re trustworthy. Annette Simmons firmly believes that storytelling is the substance of relationships. Learn how she uses stories to demonstrate trustworthiness in this episode of Sales Reinvented!  Outline of This Episode [0:44] Why is storytelling an important skill to possess in sales?  [2:01] Is storytelling something that can be learned?  [3:25] The ingredients of a great story that sells [5:04] The attributes of a great storyteller [6:53] Resources to improve your storytelling [9:55] Top three storytelling dos and don’ts [12:40] Using a story to demonstrate trustworthiness The ingredients of a great story that sells A great story is a significant emotional experience narrated so that it feels real to the

People make decisions on an emotional level and then justify them logically. If you hear a story about someone else that mirrors what’s happening to you, you visualize yourself in that role. When you hear that someone else has used this product or service as their solution, it makes the decision to buy easier. It helps ease your nerves.  As the seller, you can tap into the real needs of a buyer that help them make a decision. You do this by sharing real, relevant, and descriptive stories that put the buyer in that scenario. Donald C Kelly shares how story selling is in the details in this episode of Sales Reinvented! Outline of This Episode [0:55] Why is storytelling an important skill to possess in sales?  [2:42] Can you become a more gifted storyteller?  [5:14] What makes a great story that sells?  [7:01] The characteristics of a great storyteller [8:54] Resources to improve your storytelling [10:35] Top three storytelling dos and don’ts [13:14] Why you should share stories that resonate What makes a grea

When you can share stories that demonstrate the value of your product or service—while making your prospective client the hero—it makes what you offer come alive. Patti Pokorchak likes to say, “When people see the value, they will find the money.” Learn how Patti crafts stories that show value in this episode of Sales Reinvented!  Outline of This Episode [1:19] Why is storytelling an important skill? [1:46] Is storytelling something that can be learned?  [2:37] The ingredients of a story that sells [3:18] The attributes of a great storyteller [4:03] Resources to improve your storytelling [5:16] Top three storytelling dos and don’ts [6:25] How to keep your story more concise [7:19] How to make the story about the customer [8:12] When people see the value they find the money Is storytelling something that can be learned?  Patti jokes that she’s living proof that you can take a shy geek and turn them into a more outgoing multi-million-dollar sales professional. Storytelling is another tool in her arsenal that

Sales is about making connections with your customer. Humans invented stories as the most powerful way to connect information and people. That’s why storytelling is something you have to learn. Learning to play any musical instrument is challenging. Every once and a while a Mozart comes along that is naturally gifted at a young age. But for most people, the reason they’re good at something is because they do it consistently. Just like learning a musical instrument, storytelling is a skill that you need to master.  Outline of This Episode [0:41] Why storytelling is an important skill to possess [1:16] How to become a more gifted storyteller [2:26] The ingredients of a great story that sells [4:51] The attributes of a great sales storyteller [6:18] Resources to improve storytelling abilities  [7:28] Doug’s top three storytelling dos and don’ts [9:33] How a story can pack a powerful punch The ingredients of a great story that sells Many salespeople go wrong when they share a case study, thinking that it’s a st

Rob Stenberg likes to say, “The shortest distance between two people is a story.” And if you’re looking to make an emotional connection, being able to tell a succinct story is a critical sales skill. Some people are more intuitive storytellers. But just like any other skill, you can learn how to tell stories. It takes time and practice and training to gain mastery. Rob shares some of his strategies to craft compelling stories in this episode of Sales Reinvented! Outline of This Episode [0:57] Why storytelling is an important skill to have [1:30] Can you learn how to be a great storyteller? [2:05] The ingredients of a great story that sells [3:10] The attributes of a great storyteller [3:56] Resources to improve storytelling abilities  [4:56] Rob’s top 3 storytelling dos and don’ts [6:57] How to shorten a story to 60–90 seconds  [8:06] Why sales leaders need an “I am human” story The ingredients of a great story that sells Rob notes that you need to set the stage where you introduce the hero of the story. Th

Every salesperson needs to be relatable. Stories are the best way to be relatable. A great narrative helps connect people and drive sales. Learning how to become a good storyteller takes experience, which only comes with practice.  AnnaMarie Platt-Miller emphasizes that the best stories are personal. But if you don’t have those, borrow others’ stories. Read stories. Read books. Listen to podcasts. Watch TedTalks. Do whatever you can to become a better storyteller. Outline of This Episode [1:03] Why storytelling is an important skill to have [1:48] Can anyone learn to be a good storyteller? [2:32] The ingredients of a great story that sells [3:59] The attributes of a great sales storyteller [5:00] Resources to improve your storytelling [7:16] AnnaMarie’s top 3 storytelling dos and don’ts [9:26] Why you should personalize stories when possible The ingredients of a great story that sells You have to ask your customer open-ended questions so they can share their story. Because until you know their story, you ca

People pitching their company often say things like “We are the market leader in…We operate in 200 branches…We spend 10% of our money on R&D.” Philipp Humm notes that while these are interesting facts that should be included, they aren’t very memorable. The moment you walk out the door, your potential buyer won’t remember those facts. To be remembered, you need to appeal to their emotions. The easiest way to do that? Tell a story.  Outline of This Episode [0:54] Why is storytelling an important skill to possess in sales?  [1:53] Is storytelling something that can be learned?  [2:50] The ingredients of a great story that sells [4:07] The attributes and characteristics of a great storyteller [5:13] Resources listeners can use to improve their storytelling [6:10] Philipp’s top three storytelling dos and top three don’ts [9:34] Anyone can share a mesmerizing story with the right techniques Is storytelling something that can be learned? Philip recently attended his undergrad reunion. Someone walked up to him

People are more likely to listen and emotionally connect to a story versus facts. That’s why when you have a chance to tell a story, you’re more likely to make that emotional connection. It’s even better when they can see themselves in the story. But how do you tell stories that land? According to Caryn Kopp, it’s all about using the right words. Outline of This Episode [0:59] Why is storytelling an important skill to possess in sales [2:03] Can you become a gifted storyteller?  [3:17] The ingredients of a great story that sells [6:32] The characteristics of a good storyteller [8:11] Resources to improve your storytelling abilities  [9:35] Caryn’s top three storytelling dos and don’ts [12:09] How the right words are influential Can you become a gifted storyteller?  Caryn’s company is built of senior business developers—that they call door openers—representing their clients and landing them meetings. Caryn is constantly asked if she can train sales teams to be better. The short answer is yes.  However, she c

Storytelling is an important skill for salespeople and companies to possess because story is the way humans remember everything. If you give someone a list of facts that aren’t connected in a meaningful way, people will shut you down.  A good story focuses on a problem that someone has. If you can hone in on a problem so much so that the person recognizes the problem in themselves, they get hooked. Dave Butler shares why problem-focused storytelling is so effective in this episode of Sales Reinvented!  Outline of This Episode [0:59] Why storytelling is an important skill for salespeople to have [2:47] Why storytelling is something that can be learned [4:21] A formula for problem-focused storytelling  [8:38] The attributes of a great sales storyteller [12:05] Resources to improve your storytelling abilities [13:23] Dave’s top 3 storytelling dos and don’ts [16:23] Why you need to focus on the problem first Why storytelling is something that can be learned Dave notes that you don’t need to be an expert to tell

Storytelling is how you help prospects and customers remember you and understand your product (and why it’s valuable to them). Humans interpret things through stories. If you can tell a story that makes sense, you’ll be more successful. But if you can tell a story interweaved with tension and release, you’ll hook your listener and they’ll be more invested in what you have to say. Steve Benson shares why this is his favorite storytelling strategy in this episode of Sales Reinvented!  Outline of This Episode [0:54] Why storytelling skills are important in sales [1:32] Is storytelling a skill that can be learned? [2:18] Tension and release are key to a great story [3:28] The attributes of a great storyteller [7:34] Resources to improve storytelling abilities [9:04] Steve’s top 3 storytelling dos and don’ts [12:59] Stories have the power to win new business Tension and release are key to a great story Some people are better speakers than others—but is it because they’re born that way or learned those skills as

Park Howell knows that if you’re a leading sales professional, you want to communicate and resonate on a deep level to convert prospects to life-long evangelists for your brand. But you may not connect as well as you could because you lead with logic and reason. Your audience wants the emotional pull of an irresistible story.  That’s why Park coaches salespeople with his ABT framework to escalate and accelerate the sales process. Storytelling is the fundamental agile communication tool to get everyone on board as quickly as possible—especially prospects. He shares more about his storytelling framework in this episode of Sales Reinvented!  Outline of This Episode [1:02] Why storytelling is an important skill to possess [3:05] Is storytelling a gift that can be learned? [4:08] Park’s ABT framework for storytelling [5:58] The attributes of a great storyteller [8:13] Resources to improve storytelling [10:15] Park’s top 3 storytelling dos and don’ts [13:34] How do you employ brevity in storytelling? [15:10] Why s

A prospect needs to see themself in a solution to believe it’s possible for them. Storytelling is what helps your prospects put themselves in whatever situation that you’re talking about. When they can relate to the story and hear what the moral is, they’re more likely to move forward. But you have to tell the right story. And according to Kendra Lee, the key to choosing the right story is listening. Learn how she utilizes this simple tool to realize extraordinary results in this episode of Sales Reinvented!  Outline of This Episode [0:43] Why storytelling is an important skill for salespeople [1:26] Can you become a gifted storyteller?  [2:20] The ingredients of a great story that sells [3:28] The characteristics of a good storyteller [6:11] Resources to improve your storytelling [8:28] Kendra’s storytelling dos and don’ts [11:00] Maintain control of your narrative  The ingredients of a great story that sells According to Kendra, you have to begin with the problem that the prospect or client has. Start wit

Steve Hall emphasizes that storytelling is an important skill to possess in both life and business. Stories are an essential part of life. Stories move people to go to war, make peace, and fall in love. And stories can help salespeople stir emotion and create action in their customers.  Steve believes that the more you immerse yourself in the world of good storytelling, the better you will become at the craft. He shares some tips and strategies to become a better storyteller in this episode of Sales Reinvented!  Outline of This Episode [1:01] Why storytelling is an important skill to possess [1:58] Can anyone become a great storyteller? [3:13] The ingredients of a great story  [4:38] The attributes of a great storyteller [6:55] Resources to improve storytelling [8:27] Steve’s 3 storytelling dos and don’ts [10:38] Stories are the best way to illustrate a point Become a great storyteller by immersing yourself in stories Steve believes that anyone can learn how to tell a story. Those that are naturally gifted