Personal Productivity takes Drive and Discipline with Dionne Mischler, Ep #178
Release Date: 01/29/2020
Persuasion Sandwiches and Logic Levers, Ep #461
Sales Reinvented
Sean Sidney is known for his original negotiation concepts like "logic levers," the "persuasion sandwich," and "Bluff-4," and has trained more than 8,000 professionals to secure better deals and deliver real business value. I’m talking to Sean this week all about how procurement pros gain leverage in even the most high-stakes deals. Sean generously shares his favorite tactics, including how to use threats respectfully, the power of emotional acceptance, and the strategic application of logic levers. Whether you’re in sales or procurement, Sean’s actionable, relatable insights will help...
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Pro Tips for Staying Calm During Negotiations, Ep #460
Sales Reinvented
I’m sitting down with Kent Kononoff, a seasoned B2B sales leader with over 25 years of experience in sales and sales leadership. Kent is known for his expertise in value-based selling, collaborative negotiation, and strategic planning to drive high-stakes deals. Kent shares his go-to collaborative approach, his favorite negotiation tactics like calibrated questioning and strategic silence, and reveals his top dos and don’ts for effective negotiations. Plus, don’t miss a real-world story that brings these concepts to life and a powerful reminder that everyone in your...
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Top Negotiation Tactics Sales Pros Need to Stop Overlooking, with Mark Raffan Ep #459
Sales Reinvented
Welcome back to the Sales Reinvented podcast! In this episode, I’m joined by globally recognized negotiation expert Mark Raffan, founder of Negotiations Ninja and author of "Nine Secrets to Win Deals and Influence Stakeholders." Mark is known for his straightforward, actionable insights that drive real results. Our conversation unravels the often-misunderstood differences between negotiation strategy and tactics and explores how they can work together to produce winning outcomes in high-stakes deals. Mark shares his tried-and-tested techniques for planning, stakeholder mapping,...
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Balance Competition and Cooperation Instead of Compromise with Dr. Joshua Weiss, Ep #458
Sales Reinvented
In this episode, we dive into the complex world of negotiation with Dr. Joshua Weiss, an expert in conflict resolution. Dr. Weiss is known for his ability to balance competition and cooperation in high-stakes negotiations, which allows negotiators to reach optimal agreements without compromising on key objectives. He walks us through the difference between strategy and tactics in negotiations and emphasizes the importance of approaching negotiations as opportunities for problem-solving. Rather than focusing on compromises, Dr. Weiss advocates for a strategic balance that allows both...
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The Noble Way to Negotiate (And Still Close Big Deals) with Lisa Earle McLeod, Ep #457
Sales Reinvented
Most people–even most salespeople—walk into a negotiation focused on what they want. They’re thinking about numbers, margins, and commission. But that lens makes it easy to miss the real levers that move a deal forward. Lisa Earle McLeod breaks down why effective negotiators don’t start with tactics—they start with the other person’s world. What do they care about? What are they under pressure to deliver? What does a win look like for them? By grounding the conversation in outcomes that matter to the buyer, salespeople can create more alignment, trust, and momentum. Lisa...
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Strategies and Tactics to Drive Value and Close Deals with Sonia Dumas, Ep #456
Sales Reinvented
What determines value in your company? What should founders be asking themselves regarding pricing to determine value in their company? How do you know an effective negotiation strategy? On today’s episode, Paul Watts welcomes back Sonia Dumas. Sonia is a selling strategist, entrepreneur, and co-author of Sonia has worked with industry giants like Intuit, Investopedia, Starwood, and Marriott, just to name a few. Today she will discuss experience-based negation strategies and effective negation tactics. Outline of This Episode (0:00) Introduction to Sonia Dumas (1:15) The...
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Take a Holistic Approach to Negotiation Success with Nicole Soames, Ep #455
Sales Reinvented
According to experienced coach and emotional intelligence expert Nicole Soames, founder and CEO of Diadem, ambition is the strategy that helps people get the most out of their negotiations. Nicole joins Paul on the show to unravel the complexities of negotiation and explore everything from the critical differences between strategy and tactics to practical ways to prepare and plan for high-stakes deals. With over 30 years of experience, Nicole shares her expert insights on maintaining emotional intelligence, the power of ambition in negotiations, and how to effectively navigate and...
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How to Leverage Emotional Intelligence in Negotiation with Susan Borke, Ep #454
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...
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Mastering Price Negotiation: Strategies and Tactics with Joanne Smith, Ep #453
Sales Reinvented
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...
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Building Stronger Relationships Through Negotiation: Insights from Mike Figliuolo, Ep #452
Sales Reinvented
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...
info_outlineCultivating personal productivity is something that takes practice and persistence. You must be disciplined and have the drive it takes to reach your goals. How do you learn where to focus your energy? What activities and processes should be front and center? Dionne Mischler joins Paul in this episode of Sales Reinvented to share her opinion on productivity.
Dionne is the founder and CEO of Inside Sales by Design and specializes in helping clients achieve their goals. She is passionate about sales and driving results and outcomes. With over two decades of sales experience, her insight is a welcome addition to this episode!
Outline of This Episode
- [0:20] Dionne Mischler Joins Paul.
- [0:45] What is productivity?
- [1:10] Why is productivity important?
- [2:10] Why aren’t salespeople productive?
- [3:20] Hone and own your craft
- [5:00] Success is about mindset
- [6:10] The value of pen and paper
- [7:30] Top 3 do’s and don’ts
- [9:10] Dionne’s favorite productivity story
Discipline and Focus are crucial to personal productivity
Salespeople have a bad rep for being “ADD” and jumping from one shiny object to another. But successful sales professionals are disciplined and focused. They follow Dionne’s definition of productivity: being engaged in the right activities at the right time with the right intention.
Dionne points out that things will come up that you want to run by product or marketing—but that they don’t need to be done now. Focus your energy and stay engaged in selling activities for the right length of time. Only then should you attend to other tasks.
Owning and honing your craft
Dionne points out that If you work in sales, closing a deal is glorified. The arrival mentality. What’s not focused on is the blood, sweat, and tears that go into a customer saying “yes”. There’s pre-call planning, rehearsing and proactive. You have to educate the customer on your product and advocate for its usefulness.
Dionne notes that “people don’t see the sweat equity that goes into making it look effortless.''
To hone your craft and get to the point where your prospects consistently say yes, you must invest in career development. Dionne recommends choosing a skill every month and focus on improving that skill. You get to decide if you’ll become the next-level professional by the time you’re willing to invest to get there.
Pen and paper drive productivity
Dionne advocates for utilizing pen and paper as a productivity tool. They don’t run out of batteries and serve up endless distractions. There is value in sitting down with a blank page and sketching out a plan for the future.
What are your goals for the year? The next quarter? What about the upcoming month or next day?
She has her clients sit down and go through this process as well. Dionne believes it helps develop the right mindset and lays out a plan for productivity. If you pinpoint a theme you want to carry throughout the year it can make a huge impact.
You can’t soar with the eagles if you’re hanging out with turkeys
Dionne points out that iron sharpens iron. Don’t engage with people who don’t sharpen you or push you towards greatness. Sure you can hang out with coworkers or have the occasional lunch with a friend. But focus on developing relationships that drive you to be better at what you do. Be intentional with all of your time and the activities you invest that time in. After all, you can’t soar with the eagles if you’re hanging out with the turkeys.
To hear Dionne’s top 3 productivity do’s and top 3 don'ts as well as her favorite story, listen to the whole episode now.
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