Negotiation Techniques You MUST Learn with Santino Pasutto, Ep #213
Release Date: 09/30/2020
Sales Reinvented
In its simplest sense, cold-calling is reaching out to someone by phone who may not know who you are. Is it still relevant in today’s sales world? According to Kristie Jones, yes, cold-calling still has a place. It still gives you the ability to create a human connection. But how do you master cold-calling? Kristie shares the art and science of cold-calling to kick off our newest series. Outline of This Episode [0:58] Kristie’s definition of cold-calling [1:25] The art and science of cold-calling [2:34] How Kristie prepares for cold-calling [5:10] The most effective way to...
info_outline Leverage Your LinkedIn Profile as a Pre-Sales Tool per Mark White, Ep #397Sales Reinvented
Until you meet someone, the only thing(s) you have to go off of is what you’ve learned about them online. When you create a LinkedIn profile, it’s indexed by search engines. It’s usually the first result when you Google someone’s name. It’s also a great place to learn about someone. You want your profile to give them the right information. Learn how to leverage your LinkedIn profile as a pre-sales tool in this episode of Sales Reinvented with special guest Mark White. Outline of This Episode [1:26] Why a compelling LinkedIn profile is key [2:55] The elements that have the...
info_outline Your LinkedIn Profile Should Make You Sellable per Kevin Turner, Ep #396Sales Reinvented
LinkedIn is a professional site built for business and networking—why not make it the best you can? Optimizing your profile photo, banner, and headline is a great place to start. But what can you do to make yourself sellable? How can you adjust things so that LinkedIn (and search engines ) prioritize you in search results? Kevin Turner shares some incredible tips in this episode of Sales Reinvented. Outline of This Episode [1:35] Why a compelling LinkedIn profile is important [2:27] The elements with the greatest impact on sales [4:14] How to tell your professional story on LinkedIn...
info_outline Create a LinkedIn Profile that Serves Your Prospects with Karen Tisdell, Ep #395Sales Reinvented
Everyone needs a LinkedIn profile. Why? People want to assess whether or not they can like you. They want to determine if you’re credible and trustworthy. Most people want to do this before meeting you or having a conversation so they don’t feel like they’re wasting their time. You have to show up in service to your prospects. How? Karen Tisdell shares her process in this episode of Sales Reinvented. Outline of This Episode [1:31] Why a compelling LinkedIn profile is important [3:02] Your headline follows you everywhere—prioritize it [4:15] How to tell your professional story on...
info_outline Angela Dunz: Be Passionate on Your LinkedIn Profile, Ep #394Sales Reinvented
When someone searches for your name in Google, LinkedIn is usually the first result. Take advantage of that opportunity. If you don’t provide someone with a great LinkedIn profile, why would they waste their time on you? Angela Dunz primarily works with attorneys. And according to the research, 94% of people look at an attorney’s LinkedIn profile before their website. Learn how to make good use of that real estate in this episode of Sales Reinvented. Outline of This Episode [1:11] Why a compelling LinkedIn profile is important [3:12] Above-the-fold curb appeal is...
info_outline Leslie Hughes: Why You Need to Write Your LinkedIn Profile for Your Prospects, Ep #393Sales Reinvented
How do you want the reader to feel once they’ve looked over your profile? What action are you hoping they’ll take? Writing for the reader is essential because it dictates what happens next. When someone feels like you’ve built trust, they’re more likely to take the next step. Leslie shares how to write your LinkedIn profile for your prospects in this episode of Sales Reinvented. Outline of This Episode [0:45] Why a compelling LinkedIn profile is important [1:21] Why your photo, banner, and headline are key [2:36] How to tell your professional story on LinkedIn [5:45]...
info_outline How to Tell Your Professional Story on LinkedIn per Rhonda Sher, Ep #392Sales Reinvented
70–80% of the time you Google someone, their LinkedIn profile will show up on the first page of results. And people are 2x more likely to believe what’s on LinkedIn than anyplace else. A stellar profile is absolutely essential, regardless of industry. So how do you tell your professional story on LinkedIn in a way that speaks to your ideal client? Rhonda Sher shares some great ideas in this episode of Sales Reinvented. Outline of This Episode [1:00] Why a compelling LinkedIn profile is important [1:42] Why your photo, headline, and banner are key [2:36] How to tell your professional...
info_outline Learn to Leverage Video on Your LinkedIn Profile with Sheral DeVaughn, Ep #391Sales Reinvented
If you want to gain visibility, authority, and generate leads that create revenue, a compelling LinkedIn profile is highly encouraged. Sheral DeVaughn is also a fan of leveraging video whenever possible. She shares why it’s important to get your face on camera—and how it helps you connect with potential clients—in this episode of Sales Reinvented. Outline of This Episode [1:17] Why a compelling LinkedIn profile is important [1:55] Why Sheral focuses on the featured section [3:09] How to tell your professional story on LinkedIn [4:30] Balancing professionalism and personality ...
info_outline Creating Content Consistently is Key to LinkedIn Success per Andy Paul, Ep #390Sales Reinvented
Commitment to creating content consistently is key when it comes to a LinkedIn profile that sells. Those who successfully build followings share original and compelling content with a unique point of view. Andy shares how he built a following of over 150,000 people in this episode of Sales Reinvented. Outline of This Episode [1:00] Why a compelling LinkedIn profile is important [1:52] It’s your content that attracts potential buyers [5:38] How to tell your professional story on LinkedIn [7:53] Balancing professionalism and personality [9:23] How often to update your LinkedIn...
info_outline Simple Tweaks to Your LinkedIn Profile Make Profound Impacts per Beth Granger, Ep #389Sales Reinvented
If you don’t have a compelling LinkedIn profile, It’s almost like you don’t exist. But how much work do you have to put into creating a compelling profile? Does it require significant time and money? According to Beth Granger, some simple tweaks to your LinkedIn profile might make all the difference. Learn more in episode #389 of Sales Reinvented. Outline of This Episode [1:11] Why a compelling LinkedIn profile is important [1:41] The elements that have an impact on sales [2:48] How to tell your professional story on LinkedIn [3:57] Balancing professionalism and...
info_outlineDo you know negotiation techniques you can apply in any given situation? What strategies and tactics should you employ—or leave in the dust? Santino Pasutto is my guest in this episode of Sales Reinvented. He shares the challenges you face in the negotiation process, how to prepare, and some dos and don’ts of upmost importance. Don’t miss this episode focused on negotiation techniques!
Santino ‘Tino’ Pasutto is the Senior Vice President of Strategic and Commercial Development at Optimum Talent. He is a skilled sales and negotiation leader with 15+ years in business management. Tino is known by customers for his strategic approach to uncovering opportunities and helping them understand business issues that once addressed will allow them to improve their competitiveness.
Outline of This Episode
- [0:45] What is negotiation?
- [1:05] Why is it so important?
- [1:28] Why do salespeople HATE negotiation?
- [2:51] Santino’s negotiation process
- [4:39] Empathy is more important than ever
- [5:46] Negotiation techniques to embrace
- [7:23] Tino’s top 3 dos and don’ts
- [10:35] Favorite negotiation story
The challenges within a negotiation
Both parties in a negotiation have shared and opposing interests. The goal of a negotiation is to narrow the gaps between those opposed interests and understand each other’s perspectives to come to an agreement. Tino is careful to note that win-wins aren’t always achievable. But the more you can understand the other person’s point of view, the easier it is to agree.
Another challenging factor for salespeople is that negotiation is an under-trained skill. But you CAN learn, hone, and develop negotiation techniques until you’re skilled. Tino notes that on top of poor training, salespeople probably have an unhealthy sales funnel that stems from poor targeting. Opportunities may be forced and they’re put in a position where they constantly have to negotiate and it’s a price battle. A lot of that stems from prospects that don’t align with your value proposition.
Over-prepare for the negotiation
Tino notes that salespeople tend to go in underprepared. But he believes it’s far better to err on the side of being over-prepared—and it’s the first of the negotiation techniques you should employ. Do what you can to gather customer research online, through social media, or LinkedIn Sales Navigator. Extensively research and understand your cost model and your margins and what levers you can pull on. Understanding your numbers helps you understand your walk-away point.
Another tip? Don’t fall in love with the deal because you’ll probably overpay. Tino emphasizes that this is why discovery meetings are so critical. It allows you to gather information on how to position your service relative to the opposing organization’s challenges and issues. You then position your offering and reaffirm your value proposition throughout the negotiation.
Don’t devalue your position
Santino implores salespeople: do not deal in maybes. Say “Yes, we can offer that” or “No, we can’t.” Avoid saying “let me check with my boss.” Why? Because it really devalues your position in the negotiation. If you’re waffling on your responses, the person on the other side of the table then realizes that you’re NOT the decision-maker. They’ll keep asking for more, keep pushing back, and it spirals downward. Don’t compromise your position.
You can avoid wishy-washy responses by utilizing negotiation techniques such as scenario planning and determining questions they may ask ahead of time. Plan it out so you don’t have to think on the fly. Tino notes that it’s also important that you be in alignment with your team before you walk in the door. You can’t pass notes under the table during a negotiation. You’ve got to know what the person next to you is thinking and how each of you will respond to questions that arise.
Negotiation techniques: Tino’s dos and don’ts
Tino shares that you must know the customer’s problems and how to address them tangibly. How do you make your value proposition tangible so they can compare you with other vendors? It helps you earn credibility going into the conversation. To do so, you need to be inquisitive and ask great questions.
Why is a term or clause important? Why do they value it? Are they asking just to ask? Or is there a misunderstanding between parties? Uncover the entire iceberg. The more you can uncover their problems by asking intelligent questions the more you can understand—and reach your desired outcome.
Ultimately, you want to have a healthy sales funnel so you CAN walk away from poor deals that don’t make sense. Salespeople don’t always think about the fact that opportunities outside of your current negotiation make a positive contribution to the process. You also have to know the math inside and out and know your walkaway point. Lastly, make sure your entire negotiation team is in alignment.
To hear Tino discuss his favorite negotiation techniques in detail, listen to the entire episode of the Sales Reinvented podcast!
Resources & People Mentioned
Connect with Santino Pasutto
- Connect on LinkedIn
Connect With Paul Watts
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com