When Good Negotiations Go Bad
March 28, 2013
Hosted by Tye Maner
There is a famous slogan, “You don’t get what you deserve, you get what you negotiate.” This show is a sequel by popular request to the “Tough Times Don’t Last, But Good Negotiators Do,” episode. You are negotiating everyday in some form or another. Based on surveys with participants in my negotiation workshops, more than 85% have never taken a negotiation course or read any books on the subject. Therefore, their margins, commissions, and profits have been eroded for years and even decades by skilled negotiators. Tune in to today’s show to learn how to handle situations in your professional and personal life that can cause a negotiation to be unproductive, unsuccessful, and unprofitable.
Forget Patience, Let’s Sell Something!
Archives Available on VoiceAmerica Business Channel
Have you ever noticed that lions don't wait for their meals? On the other hand, vultures patiently wait to get the scraps of what is left after the lions have had their fill. Abraham Lincoln once said, “things may come to those who wait, but only the things left by those who hustle.” Likewise, the most successful sales professionals don't sit and wait for the telephone to ring or the next client to walk through the door. They initiate the contact. Learn the tips, techniques and skills used by the most successful sales and business professionals who make things happen while others are watching things happen or wondering what happened. “Forget Patience, Let’s Sell Something!” will help you to gain more clients faster and at higher margins by being proactive. Our show is a must listen for sales professionals, business owners, executives and anyone responsible for driving sales or influencing buying decisions.
Tye Maner is the President and founder of Tye Maner Group and is an internationally known keynote speaker, facilitator, and coach in the field of maximizing leadership, sales, and negotiation performance for both individuals and organizations. Tye is also the author of “Forget Patience, Let’s Sell Something: Essential Selling Skills for Winning More Clients Now!”
Tye’s workshops are very informative, energetic experiences. People who attend his presentations have described the experience as “inspiring”, “motivational”, and “absolutely amazing.” By incorporating personal experiences and humor with thought provoking exercises, attendees have found that they have sharpened their selling and leadership skills to enhance performance for both their companies and themselves.
Tye’s background in sales and management spans more than 29 years. He was regularly the top salesperson for the companies in which he was employed. Because of his can-do attitude, he was able to win some of the toughest clients for his organizations.
As the President of Tye Maner Group, a 17-year old corporation, Tye has a list of Fortune 500 clients, including 3M Company, McDonalds Corporation, State Farm Insurance, Travelocity, Verizon, Hewlett Packard, Office Max, Tech Data, National Association of Realtors, Colliers International, Merrill Lynch, United States Army, GE Capital, PricewaterhouseCoopers, LLP, and other major corporations and non-profits.
Karin Arden is a marketing communications professional with over 30 years’ experience in developing, executing and managing innovative and successful strategic marketing and communications programs for a variety of firms. Her areas of expertise that were instrumental in building brand loyalty and awareness include branding, strategic planning, positioning, consumer/trade product introductions, B2B and B2C marketing; consumer and trade advertising, social media marketing, PR, sales/trade show event marketing. Karin is a partner at JFD Advertising & Public Relations, a full-service advertising, marketing and public relations agency in Tampa, FL currently celebrating their 10th year. JFD represents a diverse group of brands in a variety of industries, and for every client they deliver a unique blend of strategic thinking and creative ideas that produce results. View Guest page
Mike Barnes Founder of SEO Alien, is a national speaker, Search Engine and Social Media marketer that is dedicated to helping his customers reach the highest in optimization. Mike has been pushing the frontiers of the online marketing possibilities and is always seeking new opportunities that can make the Internet work for any industry.Mike has always taken advantage of the Internet marketing possibilities. His online techniques helped him rise to the top. Today, Mike uses Social Media such as Facebook, Twitter and many other social media websites, to create a Matrix of high ranking links around your website that drives them to the top of the search engines. View Guest page
Terry is active as a professional speaker and marketing coach. He has taught people from organizations such as Aurora Caskets, Wells Fargo, Marriott Corporation, Chevron, Shell, Stihl, Avon Products, Michelin Tires, Caterpillar, National Education Association, and many others. He holds a Bachelor of Science degree in Communications. His Master of Business Administration in Marketing is from Georgia State University. Terry has earned the designation of Certified Speaking Professional from the National Speakers Association. He is an honored member of the prestigious Hall of Fame for Professional Speaking and awarded the CPAE (Council of Peers Award of Excellence) for lifetime achievement as a professional speaker by the National Speakers Association. Terry worked with Skype as their Chief Enterprise Blogger. In this position he blogged and produced video and social media posting about business applications for Skype. AT&T engaged his services as their Editor-in-Chief for their top-rated blog and he drove it to become the envy of Fortune 100 companies across America. View Guest page
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Bill Bundy is currently President, CEO of Trendway Corporation, appointed in 2008. His industry experience includes 5 years with Trendway where he led operations, product management, engineering, and customer care as Executive Vice President. Prior to joining Trendway, he held various leadership roles with Herman Miller for 15 years that included Senior Vice President of Miller SQA and earlier positions in logistics and supply management. Prior to joining the office furniture industry he was with John Deere for 10 years. Bill holds two engineering degrees from Ohio State University. View Guest page
Deb Calvert, author of the DISCOVER Questions™ book series, founded People First Productivity Solutions in 2006 to help businesses build organizational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching and consulting; leadership program design and facilitation; strategic planning with senior managers; team effectiveness work and executive coaching. Deb has worked in, trained for and been featured as a keynote speaker in a wide variety of industries, and she has particular expertise in the produce/agriculture and media industries. Deb has worked as a sales productivity specialist and sales researcher since 2000. Her work led to the development of DISCOVER Questions™ and the 5-book series launched in 2013 with Book 1 for Professional Sellers. She has worked in sales for over 25 years as a consultant, a corporate director in Sales and Human Resources for a Fortune 500 company and as an Operations Director, Training Manager, and Sales Manager. Deb hosts the CONNECT! Online Radio Show for Selling Professionals where listeners ignite their selling power in just an hour. View Guest page
Dr. Jomo Cousins
Jomo Cousins is a Pastor, stimulating motivational speaker, accomplished corporate trainer, and passionate champion of coaching in the workplace. His extensive background as an investor, real estate agent, athlete, coach, author, and business owner has facilitated organizations in revolutionizing corporate coaching by offering the most advanced research-driven services in the industry. His personal philosophy is for people to maximize their leverage in life and in the work place. Jomo was drafted to the NFL from Florida A &M University where he earned a degree in Business Economics. While in the NFL he had the unique experience of working with other professionals that possess the same amazing work ethic, self-motivation and dedication he has. Jomo used these same qualities to inspire and motivate his audiences to ensure that they take their business to the highest level of success. View Guest page
Jerry Dittmer was named President of The HON Company in March 2008. He also serves as Executive Vice President for HNI Corporation, the second-largest office furniture manufacturer in North America. Most recently, Dittmer served as Vice President and Chief Financial Officer at HNI. Since joining in 1991, he has held several senior-level financial and operational positions within a number of HNI companies. Dittmer has also held management positions with PricewaterhouseCoopers, Crown Zellerbach, Perlman and Rocque and Arthur Andersen & Co. Dittmer is a certified public accountant (CPA) and certified management accountant (CMA). He holds a bachelor’s degree in industrial administration and accounting from Iowa State University, and he completed the Executive Program at the University of Michigan. View Guest page
Barb Giamanco heads up Social Centered Selling. She’s the co-author of The New Handshake: Sales Meets Social Media – the first book published on social selling. She is the author of the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy published in the July 2012. Her first of its kind research report: Social Media and Sales Quota proves the measurable return-on-investment when using social media to sell. Evangelizing the use of social media for selling since 2006, Barb is known internationally as a thought leader in Social Business. She is a sought after Sales and Social Media Advisor, Speaker and Coach. Barb is a contributing writer and blogger for Top Sales World, Social Selling University, Harvard Business Review and the Sales Thought Leader Blog. She is recognized by InsideView as one of the Top 25 Influential Leaders in Sales, a Top 25 Sales Influencer on Twitter, one of Top Sales World’s 2014 Top 50 Sales and Marketing Influencers and her LinkedIn profile ranks in the Top 1% of profiles viewed. Barb has a proven, 30-year track record in generating sales and capped a corporate career at Microsoft, where she led sales teams. Throughout her sales career, Barb has sold $1B in products and services. View Guest page
Kevin Harrington is widely acknowledged as a pioneer and principal architect of the infomercial industry. In 1984, Kevin produced one of the industry's first 30 minute infomercials. Since then, he has been involved with over 500 product launches that resulted in sales of over $4 billion worldwide with 20 products that reached individual sales of over $100 million. Due to his extensive resume, Kevin was selected as an investor "Shark" on the ABC television series Shark Tank produced by Mark Burnett. The show gives budding entrepreneurs the chance to pitch their products to a panel of acclaimed entrepreneurs in hopes of turning their ideas into a successful business reality. Kevin’s intuitive ability to spot a winner has been the driving force behind his success in creating products that sell and sell big. When it comes to knowing what makes a product sizzle or fizzle, there is no one better. View Guest page
Joe began his entrepreneurial career by opening an insurance agency at the age of 20 and grew the organization to over 100 agents in 8 states and in Canada in just 4 years. In 2007 Joe launched BusinessNetworkingLife.com, a resource for all professionals networking throughout eight cities to utilize in order to learn about local events. Since then he has had the pleasure and privilege of developing online marketing strategies for some of the greatest organizations in the Tampa Bay area.What made Joe’s strategies different than other marketers was that it was intertwined with a company’s offline engagement. Joe is a firm believer in social proof and that social validation is the best form of marketing for any and all companies. You are much more likely to make a buying decision based off a friend’s recommendation, right? View Guest page
Rich Mathews is a 2001 Graduate of Florida A& M University’s School of Business and Industry. Rich began his professional career as an Account Manager with the Dow Chemical Co. in Chicago, IL. After working with Dow for three years, Rich returned to Florida A & M and worked for two years as Asst. Dir. of Athletics. Rich wanted to own his own business and to pursue opening a State Farm Insurance agency. In January 2005, Rich began his career at State Farm and after brief stints in Tampa at his father’s agency and Orlando as an Agency Field Specialist, he was chosen to open an agency in Estero, FL in July 2007. Rich led the Florida zone in auto growth for 4 straight years and ranked #7 in New auto production across the enterprise in 2010. Rich also won the Presidents Club in Auto (Top 25) in the country in 2010, 2011 and 2012. He has qualified for Ambassador Travel every year since 2007 and qualified for Chairman’s Circle (Top 3% of State Farm Agents) in 2009, 2010, 2011 and 2012. View Guest page
Delatorro L. McNeal, II , MS, CSP
Delatorro L. McNeal, II , MS, CSP, has been transforming the lives of people from all walks of life for over 15 years. As an internationally renowned Professional Speaker and Best Selling Author, Delatorro has spoken in 48 of the 50 US states, and has delivered well over 3000 presentations to major corporations, colleges and universities, professional associations, conventions, churches, and leadership conferences. Delatorro has been featured on national and worldwide television networks like Fox News, NBC, BET, TBN, Daystar, Oxygen, and The Word Network as well as syndicated radio shows all across America. As a Peak Performance Expert, Delatorro partners with Fortune 500 Corporations, Professional Associations, and Educational Institutions to drastically improve organizational effectiveness, employee morale, training and development, teamwork, sales performance and communication strategies. View Guest page
H. John Mejia
For two decades, “H” John Mejia has served as an advisor to hundreds companies around the US and Canada. A recognized authority on the psychology of sales, marketing, and peak performance, “H” has advised and worked with many Fortune 1000 companies, small and mid size business owners, pro-athletes, and celebrities. “H” has had the privilege of inspiring hundreds of companies and thousands of their sales people to record breaking sales performances while helping them realize their full potential with his cutting edge marketing strategies. Over his career he has helped his clients generate close to one billion dollars in new and incremental sales revenue. His programs come with an unprecedented 100% performance guarantee. This entrepreneur has been involved with numerous multi-million dollar successful start-up companies. He owns the ‘In the Zone TV’ production agency, the ‘Good Life Tampa Bay’ TV show, and is a partner with ‘Capitol Marketing Concepts’. “H” ‘s diversified areas of expertise can help companies and individuals achieve breakthrough results! View Guest page
Jeffrey A. Mitchell
Jeffrey A. Mitchell Senior Vice President, East Region Sales Manager Jeff has over 24 years experience in commercial financial services industry and is well versed in helping businesses of all types gain working capital financing. He joined the Crestmark team in January 2010 and is responsible for Managing a team of business development professionals throughout the Eastern Region of the United States. During his tenure in the industry, he has held senior management positions in virtually every aspect of the commercial finance business including Florida Region President of Southeastern Commercial Finance, Founder and CEO of Dominion Business Finance, Vice President of First Capital, and ABL Product Specialist at First Union National Bank. He is a member of the Association for Corporate Growth (ACG), Turnaround Management Association (TMA), and currently serves as President of the Commercial Finance Association (CFA) Florida chapter. Jeff has a B.S. in Economics and International Affairs from Florida State University. You can contact Jeff at 813.205.1538 or firstname.lastname@example.org View Guest page
Topher Morrison is the Managing Director of Entrevo - USA, a growth accelerator firm that has worked with over 1000 companies globally in helping them to dominate their market share. He is featured in the award winning documentaries, "The Compass" & "Riches", and his first book, "Stop Chasing Perfection & Settle for Excellence" has been hailed as the self-help book for people who are sick of self-help books. His extensive speaking schedule spanning over the past 25 years has taken him throughout the US, UK, Australia, and Singapore and earned him a global reputation as an expert in mass communications & influence. Topher has spoken for top execs with American Express, Microsoft & Google just to name a few. In contrast to most professional speakers, Topher’s shockingly honest, sometimes irreverent, and always down-to-earth approach is surprisingly infectious. His personality and straightforward manner are perfect for the business person who is tired of fleeting success. He is not afraid to tell it like it is. Topher speaks to the persons who are more focused on getting tangible, proven strategies to become a key person of influence in their company, network, or industry. View Guest page
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Jim Patterson writes and speaks on the online marketing topics that he works with every day. As the COO of two companies launching marketing tools products and a direct sales opportunity, these topics are more than just theory for him. The thirty plus years that Jim has spent in all areas of sales, marketing and training have given him a unique perspective on applying these skills across any and all industries. From sporting goods and the retail shoe business to banking, insurance and the financial services industries he has acquired insights and strategies that he genuinely enjoys adapting to unique marketing challenges and sharing them for the benefit of any and all that are interested. View Guest page
Pete Peterson Senior Vice President U.S. Sales Pete leads Tech Data’s Inside and nationwide Field Sales teams, providing tens of thousands of U.S. resellers with expert support in a wide range of IT products and services. He also oversees the company’s extensive Government, Technical and Integration Services organizations, which offer customers an array of value-added support they can leverage to grow their businesses and streamline operations. Pete has held numerous leadership positions at Tech Data, most recently as senior vice president and general manager of the Advanced Infrastructure Solutions (AIS) Division. He also was vice president, East and Government Sales, which is the company’s largest Sales division. View Guest page
Jonathan Pleska is the CEO and Co Founder of Geared Agency. Jonathan specializes in high end, detailed and result oriented solutions. Over his career, he has worked with many prestigious clients in past firms including the NFL, MLB, NBA, NHL, NCAA, Coca Cola, Disney, NRA, and many more. His experience and knowledge of creating projects for these companies has transferred over to how he approaches his business and his clients' ideas, brands, products, and marketing. He's also a co author of the book Journey's Forward and is also co owner of reelflame.com
Bob Rickert, author of “Profit Heroes – Breakthrough Strategies for Winning Customers and Building Profits.” My favorite quote is: “it’s never too late to be what you might have been.” I love that quote because I’m doing what I dreamed of for years and helping others in ways I never thought possible. Fifteen years ago, after the first 15 years of “selling like all my competitors,” I had an epiphany that forever turned changed my life. I learned that to reap the greatest rewards from selling, you must help your customers achieve their ultimate goal—greater profitability. You must take the responsibility to create additional profitability that your customers are blind to. If you do this, you will achieve success beyond your wildest dreams. I learned that changing a company’s culture, and executing profit-centered business strategies, requires the process, skills and tools that build a strong corporate culture that is lasting and effective. I learned that delivering staggering profit-improvement not only produced incredible deals, it transformed my customer relationships from the ordinary to the extraordinary. I want you to experience the exhilaration of winning at the Top, winning deals with the ultimate power of profit impact. I want you to blow your customers out of the water with the kind of profit impact that will actually shock them. If you aspire to sell to the executive level, and wish to be viewed as a top-tier Professional who calls the C-Suite home, call me today. View Guest page