Author: Sienna

KONA hearts and minds

Why The KONA Hearts & Minds Sales Methodology is the Best Approach

Posted on | by Sienna
KONA Hearts & Minds Sales Methodology

Why the KONA “Hearts & Minds” Framework Outshines All Other Sales Methodologies

In the crowded world of sales training and methodologies, it can be hard to know which approach truly delivers long-term results.

From SPIN Selling to Challenger, from Solution Selling to Sandler, each methodology offers a structured way to improve sales performance. And while many have merit, none dig as deeply—or sustainably—as the KONA “Hearts & Minds” approach.

Why? Because most sales methodologies focus exclusively on processes, techniques, or tactics.

KONA goes further.

We don’t just teach people what to do—we change the way they think and feel about selling.

That’s the KONA Training Hearts & Minds difference.

What Is the “Hearts & Minds” Methodology?

The KONA Training framework bridges the gap between:

The Heart—the emotional elements that drive decisions, and

The Mind—the rational factors that validate choices.

The KONA Training Hearts & Minds Framework offers a holistic method for engaging clients, building trust, and ensuring lasting relationships.

Really? Holistic you say? Yes!

At its core, KONA’s Hearts & Minds approach is about aligning both mindset and skillset to drive lasting sales performance.

We believe that truly effective salespeople aren’t just technically competent—they’re emotionally intelligent, purpose-driven, and deeply connected to both the customer and the value they offer.

In other words, we don’t train robots. We develop human beings who sell with confidence, conviction, and clarity.

How Other Sales Methodologies Fall Short

Let’s take a quick look at some of the other options out there:
• SPIN Selling focuses on asking the right questions (Situation, Problem, Implication, Need-payoff), which is great—but it often feels like a script rather than a conversation.
• The Challenger Sale encourages reps to “teach, tailor, and take control,” which works in complex sales, but can create friction if emotional intelligence is missing.
• Sandler emphasizes uncovering pain and getting the buyer to do most of the talking, but can come off as manipulative or overly rigid.
• Solution Selling tries to match problems to solutions, but it assumes the customer knows what they need—which is not always true.


These models are often transactional, not transformational. They rely heavily on scripted behaviours and rigid frameworks.

What happens when the conversation doesn’t go according to the script? Many reps freeze—or worse, default to old habits.

That’s where KONA shines.

Hearts and Minds framework - KONA

Why The KONA Hearts & Minds Methodology Works

KONA Training is different because it starts from the inside out. We equip salespeople not just with what to say, but how to think and why it matters. Here’s how:

  1. Mindset Before Method
    Many salespeople struggle because they’re not confident, don’t believe in the value they offer, or are afraid of rejection.

    KONA addresses these mindset blocks head-on. We help people rewire their internal dialogue so they can approach selling with pride, not pressure.
  2. Emotional Intelligence is Front and Centre
    Understanding your customer is one thing. Empathising with them is entirely another!

    KONA trains teams to read the room, listen between the lines, and adapt their communication style to build trust quickly.

    Buyers are more skeptical than ever. You’ve seen this for yourself. Building trust is the way.
  3. Flexible Frameworks, Not Rigid Scripts
    Our tools and techniques are designed to be applied with agility. We don’t believe in one-size-fits-all checklists.

    We teach principles that guide behaviour in any situation. We give reps the confidence to handle even the most unpredictable sales conversations.
  4. Customer-Centric, Not Company-Centric
    A lot of sales methodologies are focused on pushing product.

    KONA flips that. Our Hearts & Minds methodology is built around uncovering what truly matters to the customer—their goals, fears, and drivers—and aligning your solution to meet those in a meaningful way.
  5. Leaders and Teams Aligned
    Sales performance doesn’t happen in isolation. We work with leaders to ensure coaching, performance conversations, and KPIs are all aligned with the Hearts & Minds philosophy.

    Cultural change is the result—not just short-term uplift.

Real-World Impact

Businesses that adopt the KONA methodology report more than just increased conversion rates. They see:
• Higher team engagement and retention
• More meaningful customer relationships
• Shorter sales cycles
• Greater internal collaboration across departments

Why? Because when people believe in what they’re doing, and understand how to do it well, the results take care of themselves.

KONA est. 1999

There’s a reason our clients keep coming back to KONA: it works. Not just in theory, not just in workshops—but in the real world, where sales are complex, people are unpredictable, and pressure is high.
KONA’s Hearts & Minds approach helps sales professionals become trusted advisors—not just good talkers. In a marketplace full of sellers, the standout will always be the one who leads with purpose and connects on a human level.

The KONA Hearts & Minds approach helps sales professionals become trusted advisors—not just good talkers.

In a marketplace full of sellers, the standout will always be the one who leads with purpose and connect on a human level. Click here for The KONA Study on Sales Methodologies.

The differences might surprise you – The KONA Hearts & Minds Sales Methodology Framework

Ready to transform your sales culture from the inside out?
Contact KONA today to learn how our Hearts & Minds Methodology Framework can elevate your team’s performance for good.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Power map chart example

What Power Mapping Reveals About Your Clients That CRM Never Will

Posted on | by Sienna

Honestly, CRMs are great. They’re sleek, organised, and full of helpful features that let you log calls, track emails, and move deals through your pipeline. But when it comes to understanding the dynamics inside a client’s business? A CRM won’t cut it.


That’s where Power Mapping comes in.


If you’re relying solely on CRM notes and job titles to make sense of who matters in a buying decision, you’re flying blind. Because businesses aren’t just driven by neat org charts—they’re driven by people, and those people don’t always follow the formal chain of command. Power Mapping helps you uncover the invisible influence in the room—the politics, alliances, blockers, and champions that determine whether your deal gets the green light or buried in red tape.

Power map chart example

CRMs Track Interactions—Power Mapping Reveals Influence

Here’s the first major difference: CRMs are interaction-focused. You log a call, tick off a meeting, update a status. Great. But Power Mapping is relationship-focused. It forces you to think beyond the tasks and look at who holds the real power.
For example, your CRM might tell you that you’ve had five meetings with the Procurement Manager. But Power Mapping might show that Procurement is just a box-ticker—and the real decision-maker is the Head of Operations, who listens closely to a senior engineer that never appears in your sales process.
When you map influence, you start seeing the unofficial hierarchies. The people who actually get listened to. The quiet objectors. The internal champions. And most importantly—the gatekeepers no one talks about.

Power Mapping Helps You Focus on the Right People

Every sales team has made this mistake – chasing the most responsive contact instead of the most influential one.


CRMs can’t warn you when you’re spending all your time with someone who has zero sway over the final decision. But Power Mapping? It forces that conversation.


It asks:
• Who’s in favour of this solution?
• Who’s against it—and why?
• Who influences the decision-maker?
• Who has political clout, even if they don’t have the title?


Armed with that map, your team stops wasting time on “talkers” and starts engaging the people who can actually move the deal forward.

Power map vs. CRM

It’s About Strategy, Not Admin

CRMs are good at administration. Power Mapping is all about strategy. A good Power Map doesn’t just sit in a file—it evolves with the account. It becomes a living, breathing strategy tool that shapes your approach. You can use it to:
• Tailor your messaging to different stakeholders
• Identify internal advocates who can build your case from within
• Pre-empt objections and political friction
• Plan multi-threaded engagement across the buying committee
That level of insight just doesn’t live in your CRM. And it never will—because CRMs aren’t built to capture office politics or human relationships. Power Mapping is.

Real Sales Professionals Know: It’s People That Win Deals

In B2B sales these days, deals are rarely won on product alone. They’re won by understanding how decisions actually get made. Power Mapping gives you a way to decode the hidden power structures and adjust your approach accordingly.


So, while your CRM might be telling you that everything’s on track, Power Mapping might be telling you, “You’re missing the person who’s going to kill this deal at the last minute.”
Which one would you rather listen to?

Power map example

Want to learn how to power map like a pro?

At KONA, we help sales teams go beyond surface-level selling and build strategic, account-driven relationships that convert.

If your team needs the skills to uncover influence, engage key players, and close complex deals faster, get in touch with us today for tailored Sales Training that actually moves the needle.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Face to face

“Do you do Face-to-Face Training?”

Posted on | by Sienna
Face to face

More and more conversations I am having are starting with the prospect leading with “Do you do Face to Face training?” Over the past few years, online training has had its moment in the sun. Born out of necessity during the pandemic and bolstered by the promise of flexibility and scale, it quickly became the default for many organisations. But lately, there’s been a noticeable shift.

In the last five conversations I’ve had with potential clients, they all led with the same question:

“Do you do face-to-face training?”
Not “Can you offer online modules?”
Not “Do you have virtual options?”

But a clear and deliberate swing back to real, in-person learning experiences—especially for sales and leadership training.

Why the change?

Because while online may tick the box for compliance or process-based learning, sales and leadership are different beasts. They’re deeply human disciplines. They rely on energy, body language, trust, presence, and the ability to challenge, role play, and observe in real time.

Human connection

Accountability

When you’re in the room, you’re in the moment. Distractions fall away, and learning becomes a shared experience, not a checkbox on a to-do list.

Role Play and Real-Time Coaching

I bloody hate facilitating roleplays on-line… Sales and leadership require nuance—tone, timing, empathy. These skills aren’t easily taught over Zoom or Teams. The ability to stop, coach, reset and try again live is game-changing.

Culture Can’t Be Clicked Through

Great sales and leadership cultures aren’t built in breakout rooms. They’re forged in shared experience, discussion, and challenge. That happens best when people are together.

Human Connection

Have you ever had a salesperson say “I have sent them an email” to which your response is “pick up the bloody phone and talk to them or better still go and meet them in person”. Trust, confidence and influence aren’t just words in a workbook. They’re built through eye contact, dialogue and meaningful interaction. You can’t replicate that on a screen or in an email.

Online training has its place—no question. It’s efficient for information delivery, onboarding, and quick refreshers. But when it comes to shifting behaviour, developing capability, and building confident, competent teams—face-to-face is once again the clear winner.

It’s not old-school. It’s real school—and the results speak for themselves. If you’re one of the many leaders realising that the Zoom and Teams era didn’t quite deliver on its promise for your team’s growth, you’re not alone. The tide is turning.

We’re here, in person, ready to train with purpose.

To learn why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here.

Contact KONA today on 1300 611 288 or email us at info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

What Sales Trainers don’t tell you but should

Posted on | by Sienna
Secrets

The sales training world can be full of hyped-up promises and cookie-cutter solutions. You’ve probably heard it all before — “10X your results,” “Unlock your team’s hidden potential,” “Close every deal” — but behind all the hype, there’s a lot that sales trainers don’t tell you.


And it’s exactly those untold truths that can make or break your sales team. Today we are pulling back the curtain. If you’re investing in sales training or thinking about it, here’s what you really need to know.

Sales Training Alone Won’t Fix a Broken System

At KONA Training we’ve have seen how many sales trainers roll in to a business, deliver a workshop, throw around some motivation — then disappear.

And guess what? A few weeks later, your team is back to their old, comfortable habits.

Why? Because training isn’t a magic fix.

If your sales process, culture, or leadership alignment is off, no amount of role-playing or objection-handling exercises will create lasting change. Real transformation requires more than some PowerPoint slides — it needs reinforcement, strategy, and accountability.

Not Everyone on Your Team Needs the Same Training

Here’s something most trainers won’t admit: your team is not a one-size-fits-all group. You’ve got top performers, newbies and maybe a few that are struggling.

Yet, some training programs treat everyone like they’re at the same starting line. That’s a fast track to disengagement.

The best sales training programs identify where each individual is at — and meet them there. A salesperson who’s closing big deals but burning out needs something very different than a salesperson who’s still trying to master basic rapport-building.

Mindset Matters More Than Any Script

Yes, we love a good framework. But you know what separates average salespeople from great ones? It’s not just technique — it’s mindset:

  • Confidence
  • Resilience
  • Adaptability

Most sales training programs spend a lot of time on what to say, but very little on how to think.

That’s a problem.

Because your team’s mindset influences every part of the sales conversation — from the first call to the final close.

If you’re not training mindset, you’re leaving performance on the table.

Building culture

You Can’t Train Culture — But You Can Build It

Sales culture isn’t just about numbers and targets.

It’s about how your team shows up, supports each other, and handles pressure.

Some trainers try to “inject” culture into your team.

But here’s the truth: you can’t train your way into a healthy sales culture. You have to build it — through leadership, communication, and consistency.

That’s why great sales training doesn’t just focus on the team — it includes sales leaders too. Because without leadership buy-in, everything else is just noise.

The Real ROI Isn’t Immediate — and That’s a Good Thing

Sure, we all want quick wins. But the best sales training doesn’t just help you land more deals this month — it transforms the way your team sells for years to come.

The real ROI shows up in:

  • Higher retention
  • Shorter ramp times
  • Better margins, and
  • Stronger customer relationships.

If your sales trainer isn’t talking about the long game, they’re doing you a disservice.

So, What Now?

If your current sales training feels like a tick-the-box exercise or you’re still not seeing the results you were promised, maybe it’s time to rethink your approach.

We don’t do generic at KONA Training.

We work closely with your business to design tailored Sales Training that actually sticks — rooted in strategy, built around your people, and focused on real, measurable outcomes.

No hype. Just practical, honest training that gets results.


Learn More About KONA Sales Training Processes

To learn why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read the KONA study on KONA’s Hearts & Minds framework versus competitive sales methodologies here.

Path to success

Ready to build a stronger, smarter sales team?
Contact KONA today and let’s talk about what your team really needs. Call 1300 611 288 or Email info@kona.com.au to get started!

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Sales strategy

Think You Have a Strong Sales Strategy? Think Again.

Posted on | by Sienna
Sales strategy

You’ve got targets. You’ve got a team. You’ve got a plan. So, you must have a strong sales strategy… right?

Maybe. But let’s take a moment to look a little deeper. Because if your sales strategy isn’t consistently converting, aligning with your market, adapting to change, or bringing out the best in your team, it might not be as strong as you think.

At KONA, we see this all the time. Businesses come to us with decent sales numbers, solid teams, and a strategy that—on the surface—seems to be working. But after a closer look, we uncover the hidden gaps that are quietly draining performance, killing momentum, and limiting long-term growth.

So, before you pat yourself on the back for having a “strong” sales strategy, here are a few signs that you might need to rethink things.

1. Your Team Is Busy, But Not Always Effective

Busyness and effectiveness are not the same thing. If your sales team is constantly chasing leads, making calls, sending follow-ups—but only occasionally closing deals or hitting quota—your strategy might be more reactive than strategic.

A truly strong sales strategy provides clarity on where to focus, how to qualify leads, when to push and when to pivot. If your reps are overwhelmed or “winging it,” it’s a sign your strategy lacks structure.

2. You’re Not Getting Predictable Results

Sales will always have some ups and downs. But if every quarter feels like a gamble, it’s time to investigate.

A solid sales strategy should create predictability. That means tracking key metrics, having a repeatable process, and understanding what drives conversions at each stage of your pipeline.

If success seems tied more to luck or one superstar rep, rather than a system the whole team can follow, then your strategy needs reinforcing.

3. You’re Relying on the Same Tactics from 5 Years Ago

Buyer behaviour has changed. Your strategy should too. If you’re still relying on cold calls and one-size-fits-all demos without personalisation, storytelling, or value-based messaging, you’re probably losing to competitors who’ve evolved.

A strong sales strategy is not static. It adapts. It evolves. It leverages data, tech, and changing customer expectations to stay relevant and effective.

Not listening

4. You’re Selling Without Listening

If your strategy is built around what you want to sell, rather than what your customer needs to solve, you’re already behind.

Modern sales strategies start with deep customer understanding. They’re built on solving real problems, not pushing products. If you don’t have a clearly defined ideal customer profile, buyer personas, or discovery process that uncovers pain points, your strategy isn’t truly customer-centric.

And that’s a big problem.

5. There’s No Alignment Between Sales and Marketing

Marketing is promising one thing, sales is delivering another, and leads keep falling through the cracks. Sound familiar?

If your sales strategy is operating in a silo—separate from your marketing team, customer service, or product development—it’s not a strategy. It’s a gamble.

Alignment across departments is key to a strong sales strategy. Everyone should be rowing in the same direction with the same messaging, goals, and understanding of the customer journey.

6. Your Strategy Lives in a Slide Deck (and Nowhere Else)

Be honest—when was the last time your team actually looked at your sales strategy?

If it’s sitting in a PDF on someone’s desktop, it’s not doing its job. Your sales strategy should be living and breathing: referenced regularly, embedded in daily workflows, and understood by everyone from leadership to frontline reps.

If it’s not operationalised, it’s just wishful thinking.

Strong sales strategy

So, Do You Really Have a Strong Sales Strategy?

If you’re nodding along to some of the above, don’t worry—you’re not alone. Most businesses believe their strategy is solid… until it’s tested.

But a strong sales strategy isn’t about being perfect—it’s about being intentional. It’s about clarity, alignment, adaptability, and execution. And if you’re ready to go from good to great, we can help.

Not sure where to start? Use KONA’s Sales Activity Calculator to take out the guesswork. This free tool helps you break down exactly how many calls, meetings, and follow-ups your team needs to achieve your sales goals. It’s simple, fast, and incredibly useful for planning a realistic, high-performance sales strategy. Try it now and see where your numbers really stack up.

Ready to Reinforce or Rethink Your Sales Strategy?

At KONA, we work with businesses to design and implement tailored Sales Strategy Training that transforms performance from the inside out. Whether you’re scaling, struggling, or just want to sharpen your competitive edge, we’ll help you build a strategy that works in the real world—not just on paper.

👉 Contact KONA today to find out how we can elevate your team with a sales strategy that actually delivers. Call 1300 611 288 or Email info@kona.com.au to get started!

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Sales strategy

The Hidden Sales Strategy Behind Every Strong Sales Team

Posted on | by Sienna
Sales strategy

When it comes to high-performing sales teams, most people assume the secret lies in slick closing techniques, charismatic salespeople, or a killer product. While those things certainly help, there’s a deeper, often overlooked sales strategy driving real, consistent results, and it’s called alignment. It’s the hidden engine behind every successful sales team—and when it’s missing, even the best talent and tech won’t save you.

What Does Alignment Really Mean?

Alignment in sales isn’t just about everyone working together in the same department. It’s about synchronising everything—from messaging, goals, and processes to individual roles and customer experience.


A strong sales strategy connects the dots between:
• Leadership and Sales Teams: Clear expectations and consistent communication.
• Marketing and Sales: Unified messaging and seamless lead handovers.
• Salespeople and Buyers: Deep understanding of buyer needs and the sales journey.
When everyone is on the same page, the whole team moves faster, with fewer mistakes and greater impact.

The Cost of Misalignment

Here’s the reality: most sales teams aren’t fully aligned. Salespeople often chase leads that aren’t ready to buy. Marketing teams push out messages that don’t reflect what’s happening in real conversations. Managers are unclear on what’s actually driving success.
This disconnect creates confusion, frustration, and lost opportunities. In fact, according to a LinkedIn study, 87% of sales and marketing leaders say alignment is critical to business growth—but only 17% feel their teams are well aligned.
That’s a massive gap. And closing it is where the real sales strategy comes in.

Alignment

Building Alignment Into Your Sales Strategy

So how do strong sales teams stay aligned?

1. Shared Goals and KPIs
The best sales strategies start with clear, measurable objectives. Every person—from new recruits to sales leaders—should understand what success looks like and how their role contributes to it. It’s not just about hitting quotas, it’s also about aligning personal performance with business outcomes.

      2. Consistent Messaging
      When sales and marketing speak different languages, buyers get confused. Unified messaging ensures your team communicates clearly, confidently, and consistently—across emails, calls, presentations, and social media.
      Great sales teams rehearse key messaging, share feedback, and continuously refine how they talk about the product and the problem it solves.

        3. Collaborative Training
        Sales training shouldn’t be a one-off event or limited to new hires. Strong teams build a learning culture that involves everyone. That includes joint sessions with marketing, customer service, and leadership. It includes regular coaching. And most importantly, it includes training tailored to your unique sales environment—something cookie-cutter workshops just can’t deliver.

          4. Clear Processes and Tools
          Alignment thrives on structure. Strong sales teams use CRM systems effectively, follow a clearly defined sales process, and remove unnecessary friction at every step.
          This doesn’t mean rigid scripts—it means having a reliable foundation so your team can be agile without being chaotic.

          5. Ongoing Feedback and Real-Time Adjustments
          The most successful sales teams treat their strategy like a living, breathing thing. They don’t wait until the end of the quarter to make changes—they adapt based on what’s working now. This requires regular check-ins, a culture of open feedback, and leaders who actually listen.

            The Real Secret? It’s Not So Secret

            Alignment might be the “hidden” strategy behind strong sales teams, but once you understand its power, it becomes obvious. Every top-performing sales team has it. Every struggling team is missing it.

            At the end of the day, building alignment takes intentional strategy—not guesswork. That’s where we come in.

            KONA Training Workshop

            Want to Build a Stronger, More Aligned Sales Team?

            At KONA, we specialise in tailored Sales Strategy Training that helps teams unlock clarity, consistency, and performance. Whether you’re scaling a team, revamping your sales process, or simply want better results, we’ll help you build the foundation that fuels real growth.

            👉 Contact KONA today to discover how we can transform your team with a strategy that sticks.
            Call 1300 611 288 or Email info@kona.com.au

            Contact Us
            Create good habits

            This 5-Minute Sales Habit Will Make You Unstoppable

            Posted on | by Sienna
            Create good habits

            What if we told you there’s one small habit—just five minutes a day—that could drastically improve your sales game? We’re not talking about a flashy new CRM tool, an AI assistant, or a secret pitch deck. This habit is simple, free, and extremely underused by most salespeople.

            And it works. So what is it?

            A five-minute daily call review. Yep, that’s it. Five minutes. One call. One breakthrough at a time.

            “That’s It? Really?”

            Yes—really. Let us explain.

            In sports, top athletes watch game films. They don’t just train—they analyse. They look at what went right, what went wrong, and how to improve. Sales is no different.

            At KONA, we see too many salespeople take call after call, demo after demo, without ever looking back. But reviewing just one call a day—even just a snippet—can uncover the patterns, habits, and blind spots that are either fuelling your success… or quietly killing your close rate.

            Why It Works

            Think about it: You might not realise you interrupt prospects mid-sentence.

            Maybe you talk too much during discovery.

            Or you don’t pause long enough after asking a key question.

            Or you miss subtle objections hiding behind vague phrases like “We’ll think about it.”

            When you review a call—just one—you start spotting those patterns. And once you see them, you can fix them. Sales reps who review their own calls consistently outperform those who don’t. Why? Because they learn faster than their competitors.

            Sales call

            Here’s How to Build the Habit

            No need for a massive overhaul. Just do this:

            • Pick one recorded call per day. It can be 5 minutes long. Doesn’t have to be a full hour-long discovery.
            • Choose one focus area. For example: How well did I open the call? Did I ask strong discovery questions? How did I handle objections? Did I earn the next step?
            • Take quick notes. What did you do well? What could you improve?
            • Set one micro-goal. Something you’ll do differently in your next call. Small wins add up.

            “But I’m Too Busy!” To be honest, everyone’s busy. But we all waste 5 minutes somewhere: scrolling LinkedIn, responding to personal calls or texts, rereading emails, etc. This habit doesn’t take time—it saves time. Because when you improve just 1% each day, your calls get better, your deals move faster, and your confidence grows. It’s not about perfection—it’s about progress.

            It’s Not Just for Reps—It’s for Sales Leaders Too

            If you lead a team, make this habit part of your culture. Encourage daily or weekly call reviews. Share snippets in team huddles. Celebrate what went right, not just what went wrong. Sales reps grow faster when feedback is consistent, focused, and encouraging—not just saved for the quarterly review. Your team doesn’t need more pressure. They need clarity on what good looks like.

            Success Leaves Clues—But Only If You’re Looking

            If you’ve ever felt like your sales results are inconsistent, or you’re stuck at a plateau, it’s probably not because you need a new pitch. You need reflection. Insight. Feedback. And that starts with five simple minutes a day.

            Successful sales team

            Want to Build a High-Performance Sales Team?

            At KONA, we help sales teams and sales leaders turn small habits into major wins. Our tailored sales training programs are built around what actually works in the real world – not theory. Whether your team is full of new starters to sales or experienced professionals, we’ll help them master the fundamentals, sharpen their execution, and become truly unstoppable.

            👉 Ready to build a smarter, stronger sales force?

            Contact KONA today and let’s customise a sales training program for your team that sticks.

            Call 1300 611 288 or Email info@kona.com.au

            Contact Us
            Win-win negotiation

            Why ‘win-win’ Negotiation is dead and what smart sellers do instead

            Posted on | by Sienna
            Win-win negotiation

            For years, sales professionals were told to aim for the elusive “win-win” in every negotiation. It sounded great—everyone walks away happy, both sides get value, and the relationship is preserved. But here’s the problem: in today’s complex, competitive selling environment, “win-win” is more often a myth than a reality—and it’s killing deals, not closing them.

            So, is the idea of a fair, respectful negotiation dead? Absolutely not. But the outdated approach of trying to please everyone equally? That’s done. Let’s talk about why, and what smart sellers are doing instead.

            The ‘Win-Win’ Trap

            At first glance, “win-win” seems like a noble goal. Who wouldn’t want both parties to leave the table feeling satisfied?

            But in practice, win-win often turns into “lose-lose.” Why? Because sellers, in an effort to make sure the buyer feels like they’re getting a good deal, end up over-discounting, over-promising, and compromising their own value. It leads to concessions that don’t make strategic sense—trading long-term profitability for short-term approval.

            Worse, it can create power imbalances. Buyers learn that if they push hard enough, sellers will give ground just to preserve the relationship. Suddenly, the negotiation becomes less about value and more about who can hold their breath the longest.

            And let’s be honest—some buyers aren’t playing win-win. They’re playing win-more. If you’re still clinging to the “everyone wins” narrative in those rooms, you’re negotiating from a position of weakness.

            Value based negotiation

            What Smart Sellers Do Instead: Value-Based Negotiation

            High-performing salespeople have shifted from chasing “win-win” to value-based negotiation.

            Here’s how it works:

            1. Know Your Value—and Hold It

            Smart sellers enter negotiations knowing exactly what their solution is worth—not just in dollars, but in terms of outcomes, efficiencies, risk reduction, or growth. They anchor on that value, not on discount percentages or pleasing the buyer at all costs.

            If your solution saves a company $500,000 a year, you’re not offering a “win” by giving a 15% discount—they’re already winning by choosing you.

            2. Ask, Listen, and Align

            The best negotiators are also the best listeners. They uncover what the buyer truly values—not just in terms of price, but also timing, implementation support, training, or flexibility. Then they shape the deal around those priorities without compromising key deal terms.

            This isn’t about being stubborn. It’s about aligning your offer with what matters most to the buyer without devaluing your own position.

            3. Use Leverage, Not Apologies

            Stop apologizing for price. If your offer brings real results, that price is more than justified. Smart sellers shift the conversation from “How much can I give up to win the deal?” to “What does this buyer stand to lose if they walk away?”

            Leverage isn’t about bullying—it’s about confidence. You’re not begging for the business. You’re guiding a smart decision.

            4. Get Comfortable with ‘No’

            Sometimes, the best deals are the ones you walk away from. If a negotiation demands you undercut your own value or accept terms that set you up for failure, it’s okay to say no.

            Walking away doesn’t mean you’ve failed. It means you’re playing the long game. It signals professionalism and strength—and often, it brings the buyer back with a renewed respect for what you offer.

            The Future of Negotiation: Confidence Over Concessions

            The era of “win-win” is over, not because we don’t want positive outcomes, but because that old model assumes both parties will play fair, share power, and seek mutual benefit. In reality? That’s rare.

            Smart sellers don’t chase balance—they control value. They anchor in confidence, prepare relentlessly, and understand the psychology behind decision-making.

            Negotiation is no longer about splitting the pie down the middle. It’s about knowing the true value of your slice—and helping the buyer see why it’s worth every bite.

            Improve negotiation skills

            Ready to Upgrade Your Negotiation Game?

            If you or your sales team are still giving too much away at the table—or if you feel like buyers are holding all the power—it’s time for a change.

            KONA offers tailored Negotiation Training designed to help sales professionals protect value, close smarter, and lead more confidently. Whether you’re dealing with tough procurement teams, complex enterprise deals, or price-obsessed buyers, our programs are built to equip you with the mindset, tools, and tactics you need to win well. To read more about different negotiation strategies, click here.

            Contact KONA today to learn how we can customise a negotiation training experience that fits your team, your industry, and your goals.

            Call 1300 611 288 or Email info@kona.com.au

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