Be curious, be authentic, and find similarities! Boost Your Likability! Because it pays to be likable. Especially in a negotiation!
Michelle Tillis Lederman is one of Forbes Top 25 Networking Experts. We focus on one of her books: The 11 Laws of Likability. She has appeared on NBC, CBS, Fox, and NPR. She's been featured in the Wall Street Journal, NY Times, Working Mother, US News & World Report, USA Today, and CNBC.
Guest: Michelle Tillis Lederman
Free giveaways from Michelle at: michelletillislederman.com/giftpack/
Danny Creed is a business coach, trainer, entrepreneur, best-selling author, and international keynote and workshop speaker. He is a recognized expert in sales, management, and start-up business strategic planning. Having been involved with 14 successful start-up businesses and over 400 business turnarounds, Coach Dan has a unique perspective of what he calls grass roots negotiations which about getting down to the nuts and bolts of negotiations.
Avery Blank is a lawyer and impact strategist. We talk about the power of networking and how to use negotiation skills in business networking. Hint, it's not just about you! It's about the other person. We cover some of the key principles in networking and how to effectively execute excellent networking. It was an awesome interview and I highly encourage you to check out her work and also, please do yourself a favor and check out the WIN Summit! It's an amazing event.
Herb Cohen, the best negotiator in the world, is on the Negotiations Ninja Podcast! Cohen is an expert negotiator and strategy consultant in commercial and crisis negotiations. He is also the author of two amazing books, including the New York Times bestseller You Can Negotiate Anything (the fifth bestselling audio book of all time).
Washington Post Columnist Jack Anderson wrote this quote about Herb Cohen: "To help get our fifty-two hostages back from Iran, the Carter Administration called upon Herb Cohen, an internationally respected negotiator. He not only told Jimmy Carter's people what they were doing wrong--while they were doing it--but predicted the release of the hostages almost to the exact hour....On the other hand, Ronald Reagan responded as Cohen recommended, and the Iranian's reacted as Cohen predicted--on the exact deadline he had foreseen." This hostage crisis was memorialized in the film Argo.
Larry King (Herb Cohen's best friend) even wrote about "Herbie's" negotiating skills as a child.
Herb has given countless speeches on topics related to deal-making, sales, negotiating, branding, and motivating. It was truly a privilege to have him on the show.
Phil Ideson, host of the Art of Procurement Podcast, has become a unique and powerful source of information for procurement professionals. He's also very quickly become one of my favorite people. Phil and I share a ton in common. We've both spent a career in procurement, we both run podcasts, we both have other businesses we are trying to build and we both speak funny.
Today we talk about savings. And naturally when two procurement guys get into a conversation about savings, debate ensues! Is cost avoidance real savings? Is cost reduction just a price argument? Phil and I get on our soap boxes about savings and have a great time in the process. For sales people, this is good insight for you to understand what procurement people are measured on.
Getting Kevin Frechette or Tarek Alaruri (the founders of FairMarkIT) to brag is difficult. They're humble guys. So I'll do it for them. FairMarkIT has changed the game of tailspend and capturing value from tailspend. They're shaking up the procurement world and I could not think of anyone better to have on the show to talk about proofs of concepts than Kevin or Tarek.
Proofs of concepts are a powerful sales tool and as a procurement person I'm always a bit weary of the 'free' proof of concept pitch because I know how sticky software is and I know how difficult it is to say "no" if the concept does actually get proven. Kevin perfectly illustrates the power of proofs of concepts and discusses why he believes that proofs of concepts should be free but also talks about the investment required to pull off a good proof of concept from the sales side.
Full disclosure, although it sounds like I have a stake in FairMarkIT, I don't.
But I want to!
Carol Sankar is an international high level R&D business advisor, leadership consultant & real estate investment expert who focuses on professional growth strategies to support established leaders.
Carol and I talk about confidence in negotiation and the lies that women tell themselves about their ability to negotiate. Carol was a speaker at WIN Summit and has been featured in numerous magazines, articles and conferences; including recent features in Forbes, Entrepreneur.com, TEDx, The Steve Harvey Show, Inc., and Working Mother.
Carol is an active real estate investor, an international bestselling author, the founder of The Confidence Factor for Women in Leadership, which is an executive firm for women leaders and one of the leading global negotiation training platforms for women entitled Increase Your Ask. In addition, she is a contributor for Thrive Global, Forbes, Inc., and Entrepreneur.
This episode is all about closing and negotiation, how to close and how not to close. And for that we need a closer, so that's why John Barrows is on the show! John provides sales training services to some of the world’s fastest growing companies, think Salesforce, Linkedin, DropBox, and many others.
His previous experience spans all aspects of Sales at every level from making 400 cold calls a week as an inside sales rep to a VP of Sales at his first start up that was sold to Staples.
I'm a John Barrows fan. His stuff works. He considers himself a sales guy who also happens to be a trainer, and that makes all the difference in my opinion.
This one's a little different. Actually, it's very different. When I heard Dr. Roger Wong speak on Gerontology at TEDx Stanley Park in Vancouver and how to help our elderly loved ones gain more independence, I knew I needed to have him on the show. This show is all about how to have difficult home based conversations we often ignore, specifically when it comes time to having a conversation with aging parents or loved ones.
Dr. Wong works tirelessly to advance academic and clinical health sciences related to geriatrics, and his work has significant impact on the care for older people in Canada and beyond.
Guest: Dr. Roger Wong
Best-selling author, Matt Dixon changed the selling world when he co-authored the Challenger Sale. He holds a Ph.D. in political economy from the University of Pittsburgh and a BA with honors from Mount Saint Mary’s University in Emmitsburg, Md.
Matt has also has coauthored two additional best-selling books, The Effortless Experience and The Challenger Customer.
Matt digs deep into insight selling (the broader term for challenger selling) in this podcast and we have a ton of fun talking about modern sales and negotiations practices. I'm a HUGE fan of Challenger Sale and I knew from the moment I read it that I had to have Matt on the show to talk about it
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