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_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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