How to Argue Precedent in Negotiations, Throwback with Joel Trachtman, Ep #430
Have you ever heard a counterpart say, "This is how we've always done it" when they don't want to make a change? How can you help them move beyond their argument to see the potential of your solution?...
1 Feb 202424min
Buying a Vineyard: Negotiating the Intangibles with James Cluer, Ep #429
How do you negotiate the purchase of a vineyard or winery? What intangibles do you need to consider? According to James Cluer, vineyards hold different values to different people depending on differen...
29 Jan 202432min
What Do You Do When You Trigger Reactance? Throwback with David Hoffeld, Ep #428
In episode #309, the CEO and Chief Sales Trainer at the Hoffeld Group, David Hoffeld, dives into how to leverage social proof to your benefit. David also covers what to do if you trigger reactance. Ac...
25 Jan 202425min
Mastering the Value Sale with Ian Campbell, Ep #427
Where does value fit in the sales funnel? How do you structure your value proposition? The value discussion is often the most difficult conversation for salespeople to have. They like to employ likabi...
22 Jan 202426min
Negotiation Training in Wartime, Throwback with Mark Lowther, Ep #426
Mark Lowther was a SWAT Crisis/Hostage Negotiator and is currently an international instructor for negotiation. He spent time in Ukraine in 2022, teaching mediation, dispute resolution, and hostage ne...
18 Jan 202430min
Finding Success by Being Customer-Obsessed with Alex Yakubovich and Stan Garber, Ep #425
What have Alex Yakubovich and Stan Garber learned from founding and successfully exiting their own companies? Being customer-obsessed is the key to success. It's the mindset they're embracing in their...
15 Jan 202430min
How Body Language Can Reveal Lies, Throwback with Susan Ibitz, Ep #424
The Depp vs. Heard trial garnered media attention for months in 2022. Ultimately, Heard was found guilty of defamation and the jury awarded Depp $15 million in damages. Susan Ibitz knew that the jury ...
11 Jan 202427min
Navigating the World of SaaS Renewal Negotiations with Adam Mansfield, Ep #423
How do you prepare for SaaS renewal negotiations? How can strategic enterprise customers deploy and help increase their negotiation leverage? Adam Mansfield has the necessary knowledge to help you wal...
8 Jan 202436min
