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_outlineWe’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 pain points, and create compelling questions that drive value-based conversations.
Plus, she unpacks the do's and don'ts of using AI, highlights common pitfalls, and shares a real-world story of closing a challenging deal using these cutting-edge methods.
This episode is packed with practical advice on how to harness AI for more genuine, successful negotiations—while keeping the client at the heart of it all.
Outline of This Episode
- [00:00] AI missteps in sales negotiation.
- [06:00] Customer-centric discovery emphasizes ROI by highlighting competitive consequences.
- [08:46] AI improves business strategy by generating unexpected, insightful questions.
- [11:52] Use AI as a nonjudgmental coach available anytime for negotiation advice.
- [15:11] AI communication dos and don'ts.
- [18:28] Lisa’s story of using AI to highlight the cost of inaction.
Rethinking How We Use AI in Sales Negotiation
AI tools have flooded the sales landscape, promising quick wins and smarter decisions. But, as Lisa warns, the way most sellers use AI can actually backfire.
Too many reps default to self-serving prompts—focused on expressing their own value or outshining the competition—instead of truly stepping into their client’s shoes. Instead, Lisa suggests using AI to uncover the risks, concerns, and goals that matter most to your buyer.
For example, rather than asking, “How can I win this deal?” prompt AI with, “What risks does my client face if they don’t act on my proposal?” or “What might the CFO of a large manufacturing company be worried about right now?”
By doing this, AI becomes a discovery partner—not just a generator of clever closing lines.
The Power of “Cost of Inaction” in Persuasion
Too often, sellers build polished ROI arguments, only to watch stakeholders do nothing. Why? Highlighting what a company could lose by standing still is often far more compelling than dangling the prospect of what they might gain.
AI can be a powerful ally in quantifying and articulating these hidden risks. By prompting AI to brainstorm implication questions—“What happens if your competitors outpace you next year?”—sellers can stimulate genuine urgency within decision-makers.
It’s not about scare tactics; it’s about helping clients confront realities they may have overlooked, with the help of AI’s outside-the-box perspective.
Best Practices: Do’s and Don’ts for AI-Driven Negotiation
Harnessing AI’s power in negotiation requires more than clever prompts; it demands ethical considerations and a client-centric mindset. Lisa shares these essential ground rules:
Do:
- Start with the Client: Frame AI prompts around your buyer’s role, goals, and pains—not your own pitch.
- Unearth Strategic Goals: Have AI help uncover what truly matters to your client’s business, even if it’s unrelated to your product.
- Ask for Better Questions: Use AI to generate implication and discovery questions that go beyond the obvious, elevating sales conversations.
Don’t:
- Don’t Overshare: Never input confidential or proprietary information into public AI tools—treat them as you would social media.
- Don’t Be Self-Serving: Avoid focusing AI on “how to win” at the expense of the client’s needs—this erodes trust and effectiveness.
- Don’t Sound Like a Robot: Use AI’s polished language carefully. While it’s great for proposals, it can sound canned in conversation. Personalize and adapt its suggestions.
Transparency is also key. If you use AI to prepare, be open about it: “I put your profile into AI to think more deeply about your goals—here’s what came up. How does that resonate with you?” Such honesty builds authentic rapport.
Flipping the Script and Winning Deals
To prove the methodology, Lisa shares her own recent experience: her firm faced a client paralyzed by indecision—the status quo seemed easier than change.
By using AI to map out the tangible and long-term risks of doing nothing, and then presenting these “costs of inaction” back to the client, the conversation shifted. The client moved from hesitant to decisive, signing a high-value contract immediately.
The lesson? When sales teams use AI to spotlight what’s at stake for the buyer, outcomes transform. Sales negotiation isn’t just about tactics—it’s about deep discovery, empathy, and helping clients make the best decisions.
AI, when harnessed thoughtfully, amplifies a seller’s consultative skills.
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