Content Callout

<p>Most people in the world of sales and negotiation are aware of Cialdini’s principles of influence outlined in his book, “<a href="https://www.amazon.com/Influence-Psychology-Persuasion-Cialdini-1993-07-15/dp/B01FIWBG70/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=&amp;sr=" rel="noopener noreferrer" target="_blank">Influence: The Psychology of Persuasion</a>.” But that doesn’t mean you know how to properly use the principles in your work. In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeople excel at that can be leveraged across industries. Don’t miss it!&nbsp;</p>

Brian Ahearn

𝗔𝘂𝘁𝗵𝗼𝗿, 𝗖𝗼𝗮𝗰𝗵, 𝗖𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝗻𝘁 | 𝗖𝗶𝗮𝗹𝗱𝗶𝗻𝗶 𝗰𝗲𝗿𝘁𝗶𝗳𝗶𝗲𝗱 𝘁𝗿𝗮𝗶𝗻𝗲𝗿

In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeople excel at that can be leveraged across industries. Don’t miss it! 


How to Properly Use Cialdini’s Principles of Influence

<p>Becoming effective as a negotiator is simply a process of developing skills. But that doesn’t mean it’s a simple process. It requires dedication and diligence to maximize your ability to achieve your desired outcomes in your negotiations. This is a skill set that can and should be developed by every salesperson, procurement professional, and of course, negotiator. It consists of&nbsp;<em>many</em>&nbsp;things, tools if you will, that must become second nature to you so that they are available at a moment’s notice. Negotiation and sales trainer Julia Ewert calls this skills development “negotiation muscle memory” and believes that the more you can develop it, the more proficient and successful you’ll become. We also address the power of open questions, how to defuse tension using negotiation skills, and how negotiation skills can help businesses convert more sales. Enjoy! Don’t miss this fascinating conversation.</p><p><br></p>

With over 25 years’ experience in senior roles at Stockland, Vodafone Hutchison, and Mars Inc., I'm a professional negotiator, helping companies achieve 2 outcomes;

1. Convert more sales, more often and for more margin through teaching my proven, repeatable sales process based on world's best practice and FBI negotiation skills.

2. Supercharging their leadership and improving how they influence by teaching FBI-style negotiation skills.

Julia Ewert

Negotiation and Sales Coach

Good negotiation skills must become like muscle memory. Find out why negotiations coach Julia Ewert insists on it. This episode of NegotiationsNinja. 


Why You Need Muscle Memory in Negotiation with Julia Ewert, Ep #273

<p>Influence can seem like a mysterious thing, until you have someone who understands it explain it to you in easy-to-understand terms. That’s what Phil Jones does in his book, <em>Exactly What to Say: The Magic Words for Influence and Impact.</em> Consider it to be a “how to” manual for influence. The good news is that Phil unpacks that goodness for you on this “throwback” episode from our Negotiations Ninja archives. Listen. Get Phil’s book. Carry it with you on your sales calls or keep it at your desk for those virtual meetings. It’s a powerful tool for your arsenal.</p>

Influence can seem like a mysterious thing until you have someone who understands it explain it to you in easy-to-understand terms. That’s what Phil Jones does in this “throwback” episode from our Negotiations Ninja archives. Listen. 


Are You Using Your Magic Words?, Throwback Gold, with Phil Jones

Are You Using Your Magic Words, Throwback Gold, with Phil Jones, Ep #272

Influence can seem like a mysterious thing, until you have someone who understands it explain it to you in easy-to-understand terms. That’s what Phil Jones does in this “throwback” episode from our Negotiations Ninja archives. Listen. 


<p>Selling has changed over the last few years. No longer can we depend on the face to face opportunities to build rapport and gain trust. Virtual is the new thing and we have to adapt if we are going to survive as sales professionals. My guest on this episode is Steve Brossman, a former National Professional Track Champion, so he knows what it takes to compete and win and he applies that experience and knowledge to his role as a leading Sales Coach.&nbsp;</p><p><br></p><p>This conversation is aimed at helping you take your sales game virtual with effectiveness. There is an art to it as well as a science and Steve unpacks both. He shares how to increase buying energy before a sales call and the DNQC conversation flow, which Steve explains during our conversation.</p><p><br></p><h2>Outline of This Episode</h2><p><br></p><ul><li>[0:33] Steve Brossman, Sales Coach and Best-selling author</li><li>[3:35] What is “buying energy?”</li><li>[9:39] Creating buying energy&nbsp;</li><li>[11:58] Get the DNQC process working for you</li><li>[19:57] The best way to get your prospect on the same page as you</li><li>[24:12] Tech tips for on-screen annotation during sales calls</li></ul><h2><br></h2><h2>Connect with Steve Brossman</h2><p><br></p><ul><li>Steve’s website: <a href="https://stevebrossman.com/" rel="noopener noreferrer" target="_blank">https://stevebrossman.com/</a>&nbsp;</li><li>Get Steve’s “<a href="https://expertiseempire.aweb.page/p/428ebe3b-de9a-4110-af24-1623a5fea780" rel="noopener noreferrer" target="_blank">Back Pocket Guide to Virtual Selling</a>”</li><li>Steve’s YouTube Channel: <a href="https://www.youtube.com/c/SteveBrossman/featured" rel="noopener noreferrer" target="_blank">https://www.youtube.com/c/SteveBrossman/featured</a>&nbsp;</li><li>Steve’s book “<a href="https://www.exceedthebook.com/" rel="noopener noreferrer" target="_blank">Exceed</a>”</li><li>Steve on Twitter: <a href="https://twitter.com/SteveBrossman" rel="noopener noreferrer" target="_blank">https://twitter.com/SteveBrossman</a>&nbsp;</li><li>Follow Steve <a href="https://www.linkedin.com/in/stevebrossman/" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li></ul><h2><br></h2><h2>Connect With Mark</h2><p><br></p><ul><li>Follow Negotiations Ninja on Twitter: <a href="https://twitter.com/NegotiationPod" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li><li>Connect with Mark <a href="https://www.linkedin.com/in/markraffan/" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Follow Negotiations Ninja <a href="https://www.linkedin.com/company/negotiations-ninja-podcast" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Connect on Instagram: <a href="https://www.instagram.com/negotiationpod/" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li></ul><p><br></p><p><a href="https://plinkhq.com/i/1300435924" rel="noopener noreferrer" target="_blank"><strong>Subscribe to Negotiations Ninja</strong></a></p><p><br></p>

Successful Finance, Lifestyle and Business Professionals and Organisations work with me to create their unique and compelling positioning to attract their desired high value clients. Most importantly we build the "BUYING ENERGY" of their prospects so they come excited and eager to buy using the "Self Selling Blueprint". Clients have broken Sales records in just 36 Days, Tripled sales conversions immediately and one even converted 87 calls in a row using this method.

Steve Brossman

Sales Coach & Author

This conversation is aimed at helping you take your sales game virtual with effectiveness. There is an art to it as well as a science and Steve unpacks both. He shares how to increase buying energy before a sales call and the DNQC conversation flow, which Steve explains during our conversation.


The Art and Science of Virtual Selling with Steve Brossman

The Art and Science of Virtual Selling with Steve Brossman, Ep #271

<p>Are you a good listener? In this throwback, Dr. Mark Goulston will probably persuade you otherwise. Did you know that you can talk&nbsp;<em>over, at, to,</em>&nbsp;or&nbsp;<em>with</em>&nbsp;someone? Which one is actually listening—and what should you be doing? Dr. Mark Goulston can help you transform the way you communicate. Listen to this episode of Negotiations Ninja for some of his best communication tips. Be sure to pick up his latest book, “<a href="https://www.amazon.com/Just-Listen-Discover-Getting-Absolutely/dp/0814436471" rel="noopener noreferrer" target="_blank">Just Listen: Discover the Secret to Getting Through to Absolutely Anyone</a>,” to learn even more.&nbsp;&nbsp;</p>

Are you a good listener? In this throwback, Dr. Mark Goulston will probably persuade you otherwise. Listen to this episode of Negotiations Ninja for some of his best communication tips. 


Throwback with Dr. Mark Goulston

<p>Joe Paranteau has sold over a billion dollars in revenue. He’s been a Sales Director at Microsoft for over 17 years. He’s a dynamic speaker, visionary, and deep thinker. He is also the author of&nbsp;<a href="https://www.amazon.com/gp/product/B08S9HPY5S/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0" rel="noopener noreferrer" target="_blank">Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons</a>, which he wrote to fill the gaps he saw in sales training. In this episode of Negotiations Ninja, we share the common areas where people blow their negotiations, the #1 thing that’s wrong with salespeople today, and some of Joe’s sales secrets to help you reach success on either side of the table.&nbsp;</p><h2>Outline of This Episode</h2><ul><li>[4:04] Where people “blow it” in the sales cycle</li><li>[6:11] Genuine curiosity lessens sales commission breath</li><li>[9:00] The six different people in a negotiation&nbsp;</li><li>[12:32] The magic of changing your physical positioning</li><li>[20:21] Learning to talk positively about yourself to yourself</li><li>[23:13] How to stay hungry for success after achieving your goals</li><li>[25:41] Recognizing non-assertion signs to respond accordingly</li><li>[31:32] Sell through the close to the win for the customer</li><li>[35:34] How to connect with Joe online&nbsp;</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li>Go to&nbsp;<a href="https://billiondollarsalessecrets.com/" rel="noopener noreferrer" target="_blank">https://billiondollarsalessecrets.com/</a>&nbsp;to get a free bookplate so you can get a signed copy from Joe wherever you purchase your book from!&nbsp;</li><li>Billion Dollar Sales Secrets on&nbsp;<a href="http://amazon.com/gp/product/B08S9HPY5S/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0" rel="noopener noreferrer" target="_blank">Amazon</a></li></ul><h2>Connect with Joe Paranteau</h2><ul><li>Joe’s&nbsp;<a href="https://jparanteau.com/" rel="noopener noreferrer" target="_blank">website</a></li><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/thejpar/" rel="noopener noreferrer" target="_blank">LinkedIn</a></li></ul><h2>Connect With Mark</h2><ul><li>Follow Negotiations Ninja on Twitter:&nbsp;<a href="https://twitter.com/NegotiationPod" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li><li>Connect with Mark&nbsp;<a href="https://www.linkedin.com/in/markraffan/" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Follow Negotiations Ninja&nbsp;<a href="https://www.linkedin.com/company/negotiations-ninja-podcast" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Connect on Instagram:&nbsp;<a href="https://www.instagram.com/negotiationpod/" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li></ul><p><a href="https://plinkhq.com/i/1300435924" rel="noopener noreferrer" target="_blank"><strong>Subscribe to Negotiations Ninja</strong></a></p>

Joe Paranteau

Author of "Billion Dollar Sales Secrets," Sales Strategist, Speaker, & Entrepreneur

In this episode of Negotiations Ninja, Joe Paranteau shares the common areas where people blow their negotiations, the #1 thing that’s wrong with salespeople today, and some sales secrets to help you reach success on either side of the table.


Joe Paranteau’s Sales Secrets

<p>In April 2020 we had a great conversation about how the COVID-19 pandemic was impacting negotiation. Now, over 6 months later, the world of negotiation is still evolving. Were Keld’s predictions true? Has the latest and greatest technology available on the market improved the outcomes of negotiations? Check out this throwback to see how far we’ve come in half a year—and learn what still applies to current negotiation strategy.&nbsp;</p>

Check out this throwback with Keld Jensen to see how far we’ve come in half a year—and learn what still applies to current negotiation strategy. 


Throwback with Keld Jensen

Negotiations Ninja Podcast is the number one negotiation podcast in the world. We develop and deliver the most engaging negotiation content on the planet.

We explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success. We host negotiation experts, business people, and entrepreneurs from all walks of life and discuss which negotiation tactics work, which negotiations tactics don't work and how we can improve our negotiation skills.

Content Callout

Negotiations Ninja Podcast

How to Properly Use Cialdini’s Principles of Influence

How to Properly Use Cialdini’s Principles of Influence

Outline of This Episode

Resources & People Mentioned

Connect with Brian Ahearn

Connect With Mark

Brian Ahearn

More Episodes

Why You Need Muscle Memory in Negotiation with Julia Ewert, Ep #273

Are You Using Your Magic Words?, Throwback Gold, with Phil Jones

The Art and Science of Virtual Selling with Steve Brossman

Throwback with Dr. Mark Goulston

Joe Paranteau’s Sales Secrets

Throwback with Keld Jensen