Personal Productivity takes Drive and Discipline with Dionne Mischler, Ep #178
Release Date: 01/29/2020
Build Options Into Your Negotiation with Sheila Heen, Ep #212
Sales Reinvented
Why should you build options into your negotiation? How do different options influence the potential customer towards making a deal? Does it cheapen your service offering? Sheila Heen joins this episode of the Sales Reinvented podcast to share her take on the negotiation process—and why she believes presenting the customer options can be a gamechanger. Sheila Heen has taught negotiation at Harvard Law School for 20+ years. She is the founder and CEO of Triad Consulting. She also co-authored two New York Times bestsellers: and . Take advantage of her years of experience in negotiation...
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The Power of Leverage in Negotiation with Steve Hall, Ep #211
Sales Reinvented
Do you know how to use leverage in negotiation? Or are you afraid to come across as demanding, therefore harming your relationship with a prospect? Today’s guest on the Sales Reinvented podcast—Steve Hall—shares how you can use leverage in negotiation that creates a mutually beneficial outcome for all sides. Steve is the Managing Director of Executive Sales Coaching of Australia and is recognized as Australia's leading authority on selling at sea level. He is a member of the Sales Experts Channel and has been a finalist in several categories in the Top Sales World Awards. Don’t...
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The Role of Intellectual Curiosity in Negotiation with Mike Macchiarelli, Ep #210
Sales Reinvented
Intellectual curiosity is a curiosity that leads to the acquisition of knowledge. The intellectually curious have a deep and authentic need to understand the world and the people around them. In this episode of the Sales Reinvented podcast, Mike Macchiarelli shares how intellectual curiosity influences the negotiation process. Don’t miss this episode! Mike Macchiarelli has over ten years’ experience in B2C selling as a salesperson, trainer, and manager. During his time with Equinox—a global luxury-lifestyle fitness brand—he won numerous awards and has helped to train over 1,000...
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Why you NEED to Know Your Walk-Away Point with Diane Helbig, Ep #209
Sales Reinvented
Why is knowing your walk-away point so important in a negotiation? How does it influence the process? In this episode of the Sales Reinvented podcast, Diane Helbig shares her thoughts on knowing your floor—your bottom-line walk-away point—and why it’s such an important part of the negotiation process. Diane Helbig is an international business advisor, sales trainer, and growth accelerator. She is the author of and the host of the Accelerate Your Business Growth podcast. Don’t miss her unique take on the negotiation process! Outline of This Episode [0:36] Diane’s definition of...
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Get Comfortable Being Uncomfortable with Negotiation with Perry Green, Ep #208
Sales Reinvented
It’s time to get comfortable being uncomfortable with negotiation. The vast majority of the population finds negotiation uncomfortable and they allow that discomfort to derail the process. Today’s guest on the Sales Reinvented podcast—Perry Green—shares that it doesn’t have to be that way. It can be a game-changer if you learn how to embrace the discomfort and move beyond it. Perry Green is a highly accomplished and experienced negotiation executive, with over 25 years in the CPG industry. He is a past recipient of The President’s Award, Nestle’s highest sales honor. He’s...
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Negotiation Tools, Tactics, and Strategies with Kristie Jones, Ep #207
Sales Reinvented
Do you have the right combination of negotiation tools, tactics, and strategies in your arsenal? Do you understand how important it is to develop negotiation skills? In this episode of the Sales Reinvented podcast, Kristie Jones shares some of her favorite negotiation tools. She also gives some sage advice about the negotiation process. Don’t miss it! Kristie Jones is the Principal at the Sales Acceleration Group. Kristie is the go-to expert for tech startup founders who want to accelerate their revenue by improving their sales strategy, process, and people. She uses her 15+ years of...
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Ask Leading Questions in Negotiation with Ian Moyse, Ep #206
Sales Reinvented
Asking leading questions may not be permitted in a court of law, but in the negotiation process it is inherently necessary to ask leading questions. Asking the right questions is the #1 negotiation tactic that Ian Moyse emphasizes in this episode of Sales Reinvented. We also chat about his negotiation process, attributes of a successful negotiator, and other tools and tactics he utilizes. Don’t miss it! is the EMEA Sales Director at and based out of the UK. He is also an industry social influencer who is widely published on matters of Sales Leadership, Social Selling, and Personal...
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Why You Must Maintain Healthy Tension in the Negotiation Process with Melissa Madian, Ep #205
Sales Reinvented
Most salespeople can naturally sense tension but are wholly uncomfortable with it. But healthy tension in negotiation is a normal part of the process that salespeople should embrace. According to today’s guest—Melissa Madian—healthy tension is critical to the success of a negotiation. In this episode of Sales Reinvented she talks about how it influences a negotiation and brings value to both parties. She emphasizes understanding the value you offer and holding firm. To benefit from her years of expertise in the field, listen to this episode! Melissa Madian is the Founder and Chief...
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Why Emotional Control is Imperative in a Negotiation with Jeb Blount, Ep #204
Sales Reinvented
Emotional control in the negotiation process is difficult to master. It’s partly because as a species we are ruled by emotion. It’s difficult to take a step back and let go of the different influences on the negotiation and focus on the facts. In this episode of Sales Reinvented, Jeb Blount shares his take on emotional control in negotiation and why it’s so important to the process. Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: . Jeb is a world-renowned keynote speaker and the host of the This episode is...
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How to Become a Successful Negotiator with Mladen Kresic, Ep #203
Sales Reinvented
Do you know what it takes to be a successful negotiator? Do you possess some of the necessary skills and attributes? Do you need to brush up on your negotiation skills? In this episode of Sales Reinvented, Mladen Kresic hones in on why salespeople struggle with negotiation. He also shares some of his favorite negotiation tactics and gives some pointers for dealing with the negotiation process. Mladen is full of spectacular insight into the negotiation process. Don’t miss it! Mladen Kresic is the CEO of K&R Negotiations—aka Negotiators.com. For 30+ years Mladen has successfully...
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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