How Your Mental Mindset Impacts a Negotiation with Mary Grothe, Ep #202
Release Date: 07/15/2020
Simple Fitness Changes for Salespeople on the Go, Ep #481
Sales Reinvented
Ian Cartwright thrives on maintaining headspace through disciplined organization, both physically and mentally. Drawing inspiration from his training routine, he likens his approach to rowing—focusing on executing every stroke perfectly rather than worrying about the outcome. For Ian, success in sales, much like athletic performance, comes from controlling the controllables: dedicating time to preparation, fitness, and structure. By keeping his environment and routines in order, Ian believes the desired results will naturally follow.Joining me is Ian, a New Zealand-based sales coach,...
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Small Fitness Habits, Big Sales Wins, Ep #480
Sales Reinvented
There’s a powerful link between physical fitness and professional sales performance, and my guest, Nick Kane, founder and managing partner of Janek Performance Group, joins me to dig into the details this week. With over 25 years of experience, Nick shares compelling insights on how building healthy habits and maintaining physical well-being can sharpen your focus, increase energy, boost confidence, and fortify resilience—essentials for thriving in the demanding world of sales. From morning routines and movement throughout the workday to the importance of treating health as an investment,...
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Morning Routines That Boost Sales Energy and Focus, Ep #479
Sales Reinvented
On the show this week, I’m joined by renowned sales expert Mark Hunter—also known as "The Sales Hunter"—for a dynamic conversation about the powerful link between physical fitness and sales performance. Mark shares personal stories and actionable insights, drawing from decades of experience, including his global speaking and best-selling books like "A Mind for Sales" and "High Profit Prospecting." We explore how daily fitness habits foster energy, resilience, and relentless discipline—essential ingredients for thriving in the demanding world of professional sales. You’ll hear...
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How Fitness Habits Drive Sales Success, Ep #478
Sales Reinvented
Karen Kelly’s approach to corporate sales has always gone beyond scripts and talk tracks—it’s rooted in her personal commitment to fitness and wellbeing. Early in her career, Karen set herself apart not just through her expertise, but through the discipline of starting each day with a run. Her colleagues quickly came to recognize that when she arrived fresh from her morning exercise, Karen was “unstoppable.” This daily ritual gave her mental clarity, energy, and stamina for the long days and tough meetings ahead. Unlike others who needed a caffeine boost by midafternoon, Karen found...
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Why Strong Bodies Build Better Sales Careers, Ep #477
Sales Reinvented
This week on the show, we welcome Denis Champagne—a trilingual sales coach, elite athlete, and creator of the Body Business Balance framework—for a powerful conversation all about the link between physical fitness and sales performance. Drawing on over 35 years of experience in international sales leadership and coaching, Denis shares how athletic discipline, strength training, and healthy lifestyle choices can transform not only your personal well-being but also your professional sales results. From the value of discipline over motivation, to practical advice on building resilience...
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Managing Stress and Burnout on the Road Through Healthy Habits, Ep #476
Sales Reinvented
Renowned negotiation strategist Dr. Keld Jensen—ranked among the top three negotiation experts globally and author of 27 books, including the upcoming "The Smart Negotiator" joins me on the show to shine a spotlight on the powerful link between physical fitness and professional sales performance. As someone who spends more than 200 days a year on the road advising governments and Fortune 500 companies, Keld brings invaluable personal insights on how exercise, nutrition, sleep, and even fasting keep him sharp, resilient, and creative—no matter the demands of travel or high-stakes...
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Improving Sales Results With These Simple Daily Fitness Habits, Ep #475
Sales Reinvented
Brandon Cornthwaite’s story is one of discipline overcoming distraction. Growing up in South Africa, a country shaped by military rigor, Brandon’s journey took him from the world of elite cycling to a life in the military. Throughout his varied career, Brandon discovered that maintaining physical fitness wasn’t just about health—it was key to unlocking energy, focus, and professional success. Living with ADHD, Brandon dedicated himself to exercise as a way to boost cognitive performance, manage neurotransmitter balance, and avoid the need for medication. His commitment to staying...
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Fitness Habits That Elevate Your Sales, Ep #474
Sales Reinvented
Kristie Jones — sales consultant, B2B SaaS expert, and author of "Selling Your Way In”- discovered that her best workouts aren’t defined by the time of day, but by consistency. After long, sometimes challenging days at the sales office, Kristie prefers to “defrag” with evening exercise sessions, finding them the perfect way to unwind and recharge. Rather than chasing morning routines, she focuses on fitting in activity at least five days a week, motivated by the endorphin boost each session brings. For Kristie, the most important part of fitness is enjoying the process and staying...
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From Burnout to Breakthrough Sales Success Through Wellness, Ep #473
Sales Reinvented
There’s a powerful connection between physical fitness and professional sales success. Bob Woods, a leading LinkedIn and social selling strategist, best-selling author, and Chief Product Officer at Social Sales Link, shares how fitness energizes and builds resilience—key ingredients that help sales professionals shine in their roles. From his personal journey of losing 120 pounds to the daily habits that keep him sharp, Bob offers practical strategies and real-world examples of how movement, sleep, and consistency fuel both business achievements and personal health. Whether it’s treating...
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Uplevel Your Sales with Fitness and Mindset Routines, Ep #472
Sales Reinvented
Laura Hayton, Head of Business Development North at Transicon and a passionate advocate for the power of physical fitness in boosting sales performance, is with us on the show this week. Laura opens up about her personal journey, revealing how strength training helped her overcome anxiety, build resilience, and unlock a new level of professional success—all while balancing the demands of her career and being a single mother to neurodivergent twins. We explore the direct connections between physical well-being and high performance in sales, and discuss the practical steps sales professionals...
info_outlineAre 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 & marketing departments and growing their revenue by focusing on the Behavioral Quotient (BQ) and proven inbound + outbound strategies. Don’t miss Mary’s unique insight into the negotiation process!
Outline of This Episode
- [1:04] Mary’s definition of negotiation
- [1:24] Why negotiation is so important
- [2:15] Why don’t salespeople like to negotiate?
- [3:27] A negotiation begins with your mental mindset
- [11:38] Negotiations tools, tactics, strategies
- [13:46] The 4 levers Mary recommends using
- [15:52] Mary’s favorite negotiation story
The negotiation process starts with adjusting your mental mindset
Mary points out that most executives know how to negotiate. If you go into a negotiation knowing that the person on the other end of the table is educated in negotiation tactics, you can go in with a different mindset. You’ll know that they’ll take one look at your proposal and will never agree to the first terms set forth. If you have the expectation they WILL negotiate, it changes how you approach the entire process.
A lot of salespeople crumble, give in on pricing, and don’t get great margins on their deals. So how does she prepare for the negotiation process? Understand that it’s about getting a win-win for both sides. Then you must calculate your walk-away point: your starting point, your middle point that you present as the walk-away point, and then your full walk-away point. Knowing what each of these numbers are helps prepare you and boosts your confidence.
Remove emotion from the negotiation process
Mary emphasizes that you must remove emotion from the negotiation process—it sets you up for failure. Salespeople are known for “desperation justification”. They have a quota they have to meet by the end of the month or end of a quarter. Most negotiators know this. What if this deal is HUGE and you’re behind on your quota? What if you don’t know your pricing? Do you come across as lacking confidence or knowledge about your product and service?
Trained negotiators—and your prospect—can pick up on your emotion and lack of confidence. Unfortunately, it gives them the leverage they need to negotiate a better deal for themselves. Knowing that you need a deal gives them the upper-hand. But if you remove emotion and any ulterior motives from the process you can level the playing field. Keep listening to hear Mary’s full thoughts on the topic.
The importance of PCE: passion, conviction, and enthusiasm
Mary strongly believes that a great negotiator must embrace ‘PCE’:
- Passion: You must be passionate about your product or service and completely bought-in to solving the prospect’s problem. It helps the prospect become comfortable with moving forward with you.
- Conviction: You must have conviction about how your product/service will help your prospect. Show that you can quantify your problem and present case studies, testimonials, etc. that prove you can solve their problem.
- Enthusiasm: If you exude enthusiasm and get the buyer bought in and enthusiastic about the sale, you’re shrinking the negotiation game. They’re excited about getting the deal done and less focused on negotiating price and contract terms.
Mary also notes that salespeople must be assertive and confident. When a salesperson believes they can solve their client’s problem it leads to confidence. There isn’t desperation justification in play—they truly believe in their product.
The four levers to implement in your negotiation
Mary shares four ways that you can leverage concessions to make them work for your company, while also giving your prospect what they’re asking for:
- Are they asking for a discount? Agree to the discount, but ask what item they’re comfortable removing from the proposal.
- Do they want to decrease the price per item? Offer a decrease in price if they purchase over a certain threshold.
- Offer them a monetary concession if they can execute the deal in the next 24 hours. This is a common end of month/quarter strategy that negotiators are accustomed to working with.
- Agree to some sort of concession if the buyer agrees to give a testimonial, be a reference, or introduce and/or refer people to your product and/or service.
Utilizing some of these negotiation tactics will help each side find a win-win from concessions and come closer to a deal.
Mary shares a negotiation story that led her to develop her successful negotiation process—listen to the whole episode to hear how it changed her negotiation game!
Resources & People Mentioned
Connect with Mary Grothe
Connect With Paul Watts
Audio Production and Show notes by
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