Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.

Pro Tips for Staying Calm During Negotiations, Ep #460 06/25/2025

Pro Tips for Staying Calm During Negotiations, Ep #460 I’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 [04:30] Kent’s three favorite negotiation tactics—including collaborative questioning and strategic silences [07:43] Effective negotiation strategies include value-based selling and collaborative approaches. [09:38] How to spot aggressive tactics like unrealistic deadlines or extreme terms and stay calm under pressure [14:24] Avoid undermining your own sales pitch [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: 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. Connect with Kent Kononoff Connect With Paul Watts Audio Production and Show Notes by PODCAST FAST TRACK /episode/index/show/salesreinvented/id/37025440

Top Negotiation Tactics Sales Pros Need to Stop Overlooking, with Mark Raffan Ep #459 06/18/2025

Top Negotiation Tactics Sales Pros Need to Stop Overlooking, with Mark Raffan Ep #459 Welcome back to the Sales Reinvented podcast! In this episode, I’m joined by globally recognized negotiation expert Mark Raffan, founder of Negotiations Ninja and author of "Nine Secrets to Win Deals and Influence Stakeholders." Mark is known for his straightforward, actionable insights that drive real results. Our conversation unravels the often-misunderstood differences between negotiation strategy and tactics and explores how they can work together to produce winning outcomes in high-stakes deals. Mark shares his tried-and-tested techniques for planning, stakeholder mapping, and using both collaborative and competitive approaches. He also reveals his top negotiation dos and don’ts and provides a great real-world example of turning a stalled deal into a win through smart strategy and tactical moves. To learn more about how to better prepare for complex negotiations and counter aggressive buyer tactics, tune into this episode—it’s packed with the kind of practical advice you won’t want to miss. Outline of This Episode [05:38] Stay silent after asking a question in negotiations for effective results, wait for the counterparty to respond without interjecting [07:33] Ask for specific returns, avoid open-ended requests, and clarify what happens if your request is denied [12:19] Explore various negotiation strategies and adapt them to each situation for the best outcome [16:26] Take-it-or-leave-it offers are often bluffs to hasten negotiation—respond by exploring flexibility calmly [17:28] Walk away if negotiation needs aren't met; slow down when facing last-minute demands [20:43] Mark’s top dos and don'ts in negotiations [24:00] Reviving a stalled $500K deal strategy Negotiation Strategy vs. Tactics Mark sets the stage by making a critical distinction at the start: negotiation strategy is your overarching game plan, while tactics are the specific moves you make to get from point A to point B. Imagine setting sail; your route, preparation, and destination are your strategy, while the course corrections and adjustments you make en route are your tactics. Negotiators often conflate the two, winging it with a handful of tactics and no defined destination. Mark’s advice is to know what you want before you even enter the room, or risk negotiating with nothing concrete to ask for or offer. Planning for High-Stakes Deals Mark underscores the vital role of planning in negotiation success: “80% of success is in the prep.” This isn’t about just showing up with instincts and hoping for the best—real value is discovered in understanding both your levers and those of every stakeholder involved. Stakeholder mapping and leverage analysis are the bread and butter of Mark's approach. Many sales professionals make the mistake of only engaging with procurement, assuming that price and delivery are the be-all and end-all. In reality, multiple stakeholders shape a deal, and understanding their unique concerns opens new avenues to add value and find leverage. Shockingly, Mark sees less than 20% of negotiators (maybe even less than 10% in sales) invest the necessary effort in planning. Those who skip prep and rely solely on talent or instinct often fail under pressure. Three Game-Changers for Challenging Negotiations When it comes to effective negotiation tactics, Mark shares his top three: Strategic Silence: After posing a question, resist the urge to fill the void. Silence gives the other party space to reveal more information—and sometimes their true position. It’s a sign of respect and a tool for deeper discovery. Mark recommends holding your tongue as long as it takes, even if the silence feels uncomfortable. Conditional Giving: Never concede without getting something in return. If someone asks for a discount, don’t just agree. Make the concession conditional and specific—“I might be able to do that, if you can X.” Avoid open-ended or vague counteroffers. The “What If I Say No?” Test: To clarify the other side’s fallback plan (and your own), gently ask, “What will you do if I say no?” This can unblock negotiations and uncover true deal breakers, bringing clarity to tough conversations. Flexing Between Approaches In complex sales scenarios, Mark recommends reading broadly and flexibly applying lessons drawn from various schools of negotiation thought. Whether it’s Harvard’s collaborative “win-win,” a competitive strategy, or a hybrid approach, sticking rigidly to one philosophy is a mistake. Use whatever is best suited for the situation that you’re in, and be willing to flex. If the situation or negotiation style of the other party changes, so should your approach. The most effective negotiators are those who can pivot between collaboration and competition as needed. Handling Aggressive Buyer Tactics Sales professionals often face aggressive techniques—take-it-or-leave-it ultimatums, last-minute demands (nibbles), or attempts to rush. Mark’s advice: don’t get flustered or succumb to urgency. Most “take it or leave it” situations are bluffs; calmly acknowledge and probe for flexibility. If a nibble appears just as you’re about to close, slow the process down and, if you make a concession, always ask for something in return. Otherwise, you’re inviting further nibbles and training buyers to keep pushing limits. Resources & People Mentioned Connect with Mark Raffan Connect With Paul Watts /episode/index/show/salesreinvented/id/37025385