Sales Masterclass: The 3-Episode Guide to Persuasion, Influence, and Closing Deals

Negotiate Anything

American Negotiation Institute

Education, Business, Self-improvement

4.7 • 748 Ratings

🗓️ 7 November 2025

⏱️ 100 minutes

🔗️ Recording | iTunes | RSS

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Summary

Welcome to the Sales Masterclass — a powerful three-part series designed to help you master the art of persuasion, influence, and closing high-stakes deals. In these episodes, you’ll go far beyond basic sales tactics. You’ll learn how to: Build instant trust without sounding salesy. Uncover what truly motivates your clients to say yes. Handle objections with confidence and strategy. Close deals that create long-term relationships, not one-time wins. Whether you’re an entrepreneur, consultant, or professional negotiator, this masterclass will help you understand human behavior at a deeper level and use that insight to sell with integrity and impact. Episode 1: The Psychology of Persuasion Episode 2: Influence Without Manipulation Episode 3: Closing the Deal with Confidence Subscribe and turn on notifications so you don’t miss any part of this series. Each episode builds on the last.

Transcript

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0:00.0	Welcome to this negotiation masterclass edition of Negotiate Anything.
0:04.0	With over 1,600 episodes featuring some of the world's brightest minds,
0:08.3	we've carefully curated three powerful conversations for you.
0:12.2	What makes this so special is that you'll hear how different experts from different industries
0:16.5	approach the same challenge in their own unique ways.
0:20.4	Our goal is to give you multiple perspectives so you can build your own unique style.
0:25.3	Success doesn't look the same for everyone.
0:27.4	And in this masterclass, you will see exactly why.
0:30.6	Let's dive in.
0:31.9	Joe, thanks for joining us today.
0:34.2	Kwame, thank you for having me.
0:35.7	I appreciate the invite.
0:56.7	No, man, it's my pleasure. Long overdue, and this is going to be a lot of fun. So how would you get it started by telling us a little bit about yourself and what you do? I am in sales. I have been in sales since I was 14, and I'm quite a bit older than 14 now. So I've been kind of looking at processes. I've been, you know, taught to read books and do what other people have done along the way. And I've kind of
1:02.6	developed my own technique that I think works very well for all businesses and services. And
1:08.2	my particular company, VIP, proudly represented behind me,
1:13.5	we do accounting and finance recruitment as well as financial solutions for companies. We're
1:18.6	based out of Dallas, Texas. Fantastic. Yes, I'm excited. And so listeners, Joe and I met
1:24.1	because I had the opportunity to do a negotiation training at his company.
1:28.4	And Joe was answering all the questions. I'm like, I need to have this guy on the podcast.
1:33.2	So we made it happen. And today we're going to talk about a really interesting part of the
1:39.1	sales and negotiation process. And it's the discovery call. And so first, we're going to talk about why it's important
1:45.1	to pay special attention to the discovery call. Then we're going to focus on understanding
	...

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