Negotiate or die hungry, skinny, and sad: Andres Lares

In this conversation, I sit down with Andres Lares, a negotiation expert, to discuss the intricacies of negotiation, leadership, and sales training. Believe it or not, we get into the importance of goodwill in business relationships. (I always leave a little meat on the bone so my prospects and business partners want to come back to work with me.) As The Sales Whisperer®, of course, we discuss the value of training. As a Brazilian Jiu-Jitsu practitioner, I discuss being adaptable as a key component of a negotiation training program. As an Air Force veteran, we get into the role of leadership in employee retention. (Unfortunately, leadership is sparse in the military, the private sector, schools, churches, HOAs, PTAs, Little League, and everywhere in between...But I digress.) As usual, balance is key in business and in life, so we look at the need for creating a balance between structure and flexibility in sales processes, as well as the significance of self-reflection and feedback for personal growth. "The worst-case scenario is not a no." We agree on the philosophy of incremental improvement and the necessity of practice and preparation in negotiation and in life. We also agree on the intricacies of negotiation and the importance of tailored training for effective communication. You must understand the buyer's perspective and maintain integrity in your business: prospecting, selling, and fulfillment roles. As we say in the military, the more you bleed in training, the less you bleed in battle, so we dive into the significance of preparation, emotional intelligence, and the role of negotiation training in building confidence and credibility. Finally, Lares shares insights on the challenges of hiring skilled facilitators and the value of asking the right questions to uncover the truth in negotiations. "Nothing convinces like conviction." GUEST INFO: Guest Site: Guest LinkedIn: Guest X: Guest Instagram: 00:00 Introduction to Negotiation and Leadership 02:49 The Power of Nice in Negotiation 06:08 Value-Based Negotiation Strategies 09:05 The Importance of Training and Adaptability 11:59 Balancing Structure and Flexibility in Sales 14:55 The Role of Leadership in Employee Retention 18:10 Investing in People for Long-Term Success 20:56 The Incremental Improvement Philosophy 24:04 The Role of Feedback and Self-Reflection 27:11 The Importance of Practice and Preparation 30:48 The Art of Negotiation and Training 39:41 Understanding the Buyer’s Perspective 42:15 The Importance of Integrity in Sales 46:43 Tailored Training for Effective Negotiation 53:19 Books and Resources for Negotiation Skills Get daily tips to get better at sales, business, and BJJ. Need a $19 CRM ? ⁠ Connect with me: ⁠⁠ ⁠X⁠⁠⁠ ⁠⁠⁠Instagram⁠⁠⁠ ⁠⁠⁠LinkedIn⁠⁠⁠ ⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠

You can listen to Negotiate or die hungry, skinny, and sad: Andres Lares online on Radio and Podcast. Open the player on this page to stream the available audio.

Negotiate or die hungry, skinny, and sad: Andres Lares is an episode from The Sales Podcast by Wes Schaeffer.

This episode is 01:03:24 long.

This episode was published on May 22, 2025.

Yes. Use the heart button on the episode page to add it to your favorite episodes list.

Yes. This page shows related episodes from The Sales Podcast when more episodes are available from the podcast feed.