Simple Fitness Habits That Dramatically Improve Sales Results, Ep #471
Sales Reinvented
Renowned fitness and performance coach for sales leaders, Joshua Hulsebosch, has worked alongside industry giants like Jeb Blount and has designed wellness courses for Sales Gravy University. In the first episode of our “Fit for Sale” series, Joshua explains the vital connection between physical fitness and sales success, sharing real-life stories and practical strategies that busy sales professionals can implement to boost their energy, resilience, and overall effectiveness. From sleep routines to stress management and sustainable nutritional habits, Joshua discusses his daily practices...
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Leveraging AI in Sales Negotiation, Ep #470
Sales Reinvented
We’re joined once again by Lisa Earle McLeod, renowned author of "Selling with Noble Purpose" and a global leader in purpose-driven business strategies. This time, Lisa dives deep into the transformative role that artificial intelligence is playing in negotiation strategy and tactics. We discuss how AI is changing the sales game—not just by giving us better tactics, but by helping us see through our customers' eyes to uncover what truly matters to them. Lisa shares fresh insights on crafting more effective negotiation approaches by leveraging AI to understand customer risks, uncover hidden...
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Stop Competing on Price, Ep #469
Sales Reinvented
Sales and leadership expert Peter Turley, known for his refreshingly honest, no-fluff approach to winning business. After years of witnessing average sales behaviors and predictable negotiation tactics, Peter joins us on the show to share his unique perspective on what truly sets top performers apart: positioning yourself as the authority even before a negotiation begins. In this eye-opening episode, you'll hear Peter outline the distinct roles of strategy and tactics, reveal his powerful "quantification" approach for reframing the sales conversation, and demonstrate how inviting your...
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Turning Difficult Negotiations Into Collaborative Wins, Ep #468
Sales Reinvented
On the show this week, Dr. Christopher Meyer, author of "Settle for More" and one of the Global Guru's Top 30 Thought Leaders in Negotiation for 2025, shares his expertise on the critical differences between negotiation strategy and tactics, and why a strong planning mindset is key to successful deals. Chris breaks down his unique approach to negotiation—shifting from a traditional "win-win" mindset to focusing on how everyone at the table can truly gain. He shares his favorite negotiation tactics, the importance of preparation, and how to handle those infamous hardball negotiation...
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Self-Persuasion for Salespeople, Ep #467
Sales Reinvented
I welcome back renowned persuasion expert and bestselling author Jay Heinrichs. Jay, widely celebrated for his book “Thank You for Arguing,” returns to share insights from his latest book: “Aristotle’s Guide to Self-Persuasion: How Ancient Rhetoric, Taylor Swift, and Your Own Soul Can Help You Change Your Life.” Jay dives into the personal journey that inspired the book—a year-long experiment where he applied the classical tools of rhetoric not just to business or negotiation, but to overcoming his own struggles with motivation, self-doubt, and a significant physical setback. Using...
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The Power of Emotional Control in High-Stakes Negotiations, Ep #466
Sales Reinvented
Drawing from over three decades of experience coaching high-stakes deals, my guest on the Sales Reinvented show, Jim Camp Jr., shares how the Camp System helps organizations avoid unnecessary compromise while improving their negotiation outcomes. He unpacks the key differences between strategy and tactics, reveals his go-to approach for handling emotionally charged negotiations, and explains why internal alignment and embracing problems are critical for successful outcomes. He also discusses the importance of planning, emotional control, and treating your counterpart with respect—even...
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From Hostage Deals to Boardrooms with Dr. Greg Williams, Ep #465
Sales Reinvented
Dr. Greg Williams—a globally recognized negotiation and body language expert known as the “Master Negotiator.” He joins me on the show to share insights from over 30 years of experience and his Harvard training. We discuss the importance of meticulous planning and how to recognize and counter aggressive negotiating maneuvers. Dr. Williams shares real-world examples—from complex business deals to high-pressure hostage situations—highlighting the power of adaptability, reading nonverbal cues, and understanding motivation in every negotiation. Packed with actionable advice and memorable...
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Avoiding Common Pitfalls in Negotiation, Ep #464
Sales Reinvented
In this episode, I sit down with Chris Krause, a seasoned supply chain executive with more than 30 years of experience in procurement, change management, and organizational restructuring. We get under the skin of negotiation strategy and tactics—exploring everything from the difference between planning and action to the essential role of data, preparation, and goal alignment in high-stakes deals. Chris shares his proven rule of thumb for negotiation preparation, his top tactics for gaining leverage, and invaluable advice on handling aggressive negotiation moves. He also tells an illuminating...
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The Building Blocks of Modern Negotiation, Ep #463
Sales Reinvented
My guest this week is negotiation futurist, bestselling author, and top-ranked negotiation expert Tim Castle. Tim is the founder of Negotiators Edge Training Academy and author of “The Art of Negotiation” and “The Momentum Sales Model.” Tim shares his most effective approaches to high-stakes negotiation, focusing on value creation, building trust, and leveraging the Best Alternative to a Negotiated Agreement (BATNA). He also reveals his favorite negotiation tactics, including creating urgency, holding firm with clarity, and operating from a mindset of abundance (not needing the...
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Building Trust and Value in B2B Sales Negotiations, Ep #462
Sales Reinvented
This week on the show, Marit Chervier de Ruiter brings her expertise in combining commercial structure with psychoanalytical principles to help businesses achieve long-lasting results in negotiation and sales. We dig into the critical differences between negotiation strategy and tactics, Marit shares game-changing tips for high-stakes negotiations, and how to cultivate stronger, more collaborative relationships with clients. She also shares her top dos and don'ts in negotiation and offers a real-world example of navigating a challenging deal with grace and success. Outline of This Episode ...
info_outlineI’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 organization, including those outside of sales, can all uncover new opportunities.
Outline of This Episode
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[04:30] Kent’s three favorite negotiation tactics—including collaborative questioning and strategic silences
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[07:43] Effective negotiation strategies include value-based selling and collaborative approaches.
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[09:38] How to spot aggressive tactics like unrealistic deadlines or extreme terms and stay calm under pressure
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[14:24] Avoid undermining your own sales pitch
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[16:10] Leveraging strong customer relationships and market positioning to secure new opportunities
Confident, Collaborative, and Value-Driven Negotiation
Kent frames strategy as the overarching plan—your big-picture approach to closing a deal, shaped by your objectives, the client relationship, your position in the marketplace, and how your company is perceived. Tactics are the actionable tools that help execute the strategy: the specific maneuvers, like deploying credibility-building testimonials or positioning yourself as a subject matter expert. Strategy provides direction; tactics are how you get there.
When it comes to high-stakes negotiations, Kent prefers a collaborative strategy. Instead of pushing generic solutions, Kent concentrates on building rapport, understanding the customer’s precise needs, and creating a solution that fits the individual circumstance. This approach sets the stage for trust and long-term partnership.
We also discuss why not every negotioation counterpart will be cooperative—some may come in with a “win-lose” mentality. According to Kent the secret is to stay patient, ask calibrated questions, and gradually guide even competitive negotiators toward mutual understanding. Relationship-building and deep discovery remain essential, ensuring that you become more of a partner than just another vendor.
Essential Negotiation Tactics for Difficult Deals
Kent’s negotiation toolkit is robust but centers on three tactics:
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Calibrated Questions:
Asking calibrated questions, positions you and the customer as teammates working on a problem together. Examples are, “How can we solve this together?” or “What are the biggest challenges your team faces?” -
Strategic Silence:
Sitting with silence can be uncomfortable, but Kent believes “sales are made in the silence and lost in the noise.” Pausing give clients space to share objections or hesitations they wouldn’t otherwise have mentioned. -
Anchoring:
Kent believes in anchoring expectations early on during discovery. By citing market trends or industry challenges, he helps shape a realistic frame of reference, making pricing discussions smoother down the road.
The Irreplaceable Role of Planning
Planning, Kent insists, is everything. Quoting Benjamin Franklin, he reminds us: “If you fail to plan, you are planning to fail.” Kent attributes 90% of success to diligent preparation, including knowing your customer, mapping out strategies and tactics, and setting clear objectives. Ad-hoc negotiation may result in occasional wins, but consistent, sustainable results only come with meticulous planning.
Recognizing and Countering Aggressive Tactics
In negotiations, especially with professional buyers, you’ll inevitably encounter aggressive tactics—take-it-or-leave-it offers, last-minute demands, or anchoring at a very low price. Kent’s advice? Stay calm, never react impulsively, and always use your rapport to bring the conversation back to shared goals and values. Ask clarifying questions to uncover the real motivations behind demands, and always know your own BATNA (Best Alternative To a Negotiated Agreement) so you’re prepared to walk away if necessary.
Sales isn’t just the job of the “sales team.” Any team member, from operations to delivery drivers, can spot opportunities and bring them forward. It’s a culture of service and curiosity that uncovers hidden value for both customer and company.
Thoughtful negotiation transforms sales from a transactional contest into a platform for partnership and value creation. From strategy and planning to calibrated questions and collaborative tactics, Kent Kononov’s wisdom offers B2B sales professionals a powerful toolkit for success in even the most challenging deals. Remember: Prepare, listen deeply, and always seek the win-win.
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