loader from loading.io

How to Master the Negotiation Process with Chad Burmeister, Ep #201

Sales Reinvented

Release Date: 07/08/2020

The Power of Leverage in Negotiation with Steve Hall, Ep #211 show art 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...

info_outline
The Role of Intellectual Curiosity in Negotiation with Mike Macchiarelli, Ep #210 show art 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...

info_outline
Why you NEED to Know Your Walk-Away Point with Diane Helbig, Ep #209 show art 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...

info_outline
Get Comfortable Being Uncomfortable with Negotiation with Perry Green, Ep #208 show art 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...

info_outline
Negotiation Tools, Tactics, and Strategies with Kristie Jones, Ep #207 show art 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...

info_outline
Ask Leading Questions in Negotiation with Ian Moyse, Ep #206 show art 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...

info_outline
Why You Must Maintain Healthy Tension in the Negotiation Process with Melissa Madian, Ep #205 show art 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...

info_outline
Why Emotional Control is Imperative in a Negotiation with Jeb Blount, Ep #204 show art 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...

info_outline
How to Become a Successful Negotiator with Mladen Kresic, Ep #203 show art 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_outline
How Your Mental Mindset Impacts a Negotiation with Mary Grothe, Ep #202 show art How Your Mental Mindset Impacts a Negotiation with Mary Grothe, Ep #202

Sales Reinvented

Are you aware of how your mental mindset impacts the entire negotiation process? Do you walk into a negotiation feeling timid or unsure? Or are you confident and prepared for the negotiation process? Mary Grothe understands how mindset influences the negotiation process and has developed a strategy that she’s found success with. Listen to this episode of Sales Reinvented to hear her take.  Mary Grothe is the CEO of Sales BQ®, an outsourced RevOps firm of fractional VPs of Sales, Sales Ops, and CMOs who serve companies across the nation by profitably rebuilding their sales &...

info_outline
 
More Episodes

The negotiation process isn’t always easy for a salesperson to navigate. But mastering the process is paramount to your success. The bottom line: if you can’t negotiate well you won’t fare well in anything you do in life. In this episode of Sales Reinvented, Chad Burmeister joins me to talk about some of the parts of the negotiation process that salespeople shy away from—and how to change it. 

Chad Burmeister is the Founder and CEO of ScaleX.ai, which promises to deliver an “unfair competitive advantage” by helping your salespeople increase lead frequency and sales competency. He is the author of multiple books, including AI for Sales and Sales Hack. Don’t miss his stellar insight on the negotiation process. 

Outline of This Episode

  • [1:29] Our lives are built on negotiation 
  • [1:59] Salespeople aren't comfortable discussing money
  • [4:45] How to master the negotiation process
  • [6:29] Salespeople need to understand the customers’ problem
  • [7:58] Chad’s favorite negotiation closing technique
  • [8:55] Chad’s FUN acronym
  • [11:15] How one negotiation changed Chad’s life

The importance of negotiation

Chris Voss was the first to make the phrase “everything is a negotiation” popular—and for good reason. Chad points out that nearly everything we do involves negotiation. When you make a purchase, engage in a conversation, or play with your kids, some sort of negotiation is involved. Chad points out that it’s well worth any monetary investment to go from a ‘C’ level negotiator to an ‘A+’. Perhaps that change in status means more bookings, more revenue—maybe even fame and fortune. Whatever it is you’re trying to achieve in life can be benefitted from mastering negotiation. 

Understand that the negotiation process means you’ll talk about Money

The Objective Management Group has studied close to two million salespeople and found that only 54% are comfortable discussing money. A salesperson NEEDS to be able to comfortably discuss money in the negotiation process—yet most can’t stomach it. Chad sees that as one of the biggest roadblocks to a successful negotiation. 

Chad notes that the discomfort associated with discussing money is often associated with the way you were raised. Did your family have money? Were they savers or spenders? Did they avoid discussing money at all? If you can understand your money mindset and buying pattern, you can learn how to master this part of the negotiation process. 

Instead of letting a prospect walk away to “look at other vendors” you have to be comfortable pointing out what you discussed. “I thought we’ve discussed your priorities and requirements? You’ll save a million and increase sales by 5.4 million. Why do you need to look at the other vendors?” Chad shares another story about haggling in Mexico that drives the point home—so keep listening. 

Roleplay the negotiation process

When Chad completed his MBA, he took a class on power, politics, and negotiation. They spent a lot of time role-playing negotiations. Roleplaying in class with other students was the catalyst he needed to learn the negotiation process inside and out. 

Aside from consistent practice, Chad recommends taking a class or reading a book—you can even play poker. Learning the art of poker is a great way to learn how to see people’s tells, when they’re exaggerating, etc. 

Chad also believes you need to master closing techniques. Instead of “let’s schedule our next step meeting” at the end of a meeting, ask “If I could... would you…?” You’re essentially giving them an option to voice any objections they have to closing the deal in that meeting. 

To hear more of Chad’s advice—including his thoughts on gap selling—keep listening!

How Chad’s negotiation process changed his life

Chad’s second job out of college was with Airborne Express. He had set up a meeting with Uhaul about some packages they had been shipping with USPS They were shipping packages of license plates for $4.50. The Uhaul would meet the USPS truck in whichever state the plates were to be delivered. They send 12,000 of these a month. 10% of the time, the USPS truck didn’t make it in time and the license plates got shipped back. So Chad took the time to dig and find out the impact of the 10% of trucks that were missed.

Other than being fined, every once and a while a cop would sometimes pull over Uhaul trucks with expired plates and make them empty the contents from one truck into another. So with the fines, he calculated Uhaul was spending $5.87 to ship the new license plates. Airborne typically charged $6 to ship, but he offered to do it at $5 and demonstrated the total cost of ownership that would save Uhaul money. 

Chad won the account—1,000 shipments a month. Then he won the Canadian account, which was 2,000 shipments a month. He went on to become the #1 salesperson at Airborne. Eventually, he got recruited away to a job in southern California where he met his wife and started his family—all because of the outcome of ONE negotiation. 

Listen to the whole episode of Sales Reinvented for Chad’s insight on the negotiation process. If you’re looking to improve your skills—this is the place to start!

Resources & People Mentioned

Connect with Chad Burmeister

Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com