Ethics: Influence versus manipulation

AI is changing sales. But trust still wins deals.

In this episode of Make It Happen Mondays, John Barrows sits down with negotiation expert Tim Castle to break down what it actually takes to negotiate and close deals in today’s AI-driven sales environment.

They dive into the real difference between influence and manipulation, why belief in what you sell matters more than ever, and how preparation, emotional awareness, and cultural nuance shape successful negotiations. Tim also explains how AI can help sales professionals prepare faster while reminding us that human connection and trust are still the ultimate advantage.

If you're serious about improving how you sell, negotiate, and build trust with buyers in the AI era, this episode delivers practical insights you can apply right away.

Want to sharpen your sales skills and stay ahead of the curve? Head over to www.jbarrows.com and start building the systems that help you close more deals.

What You’ll Learn

1. Why belief in your product matters
2. Influence vs manipulation in negotiations
3. How top negotiators prepare
4. Using AI for better sales prep
5. Why trust still wins in sales

Tim Castle is a globally recognized negotiation expert ranked among the Top 30 Negotiation Professionals in the World (2025) by Global Gurus. He is an award-winning author of multiple bestsellers, including The Art of Negotiation and The Momentum Sales Model, and the founder of the Negotiation Edge Training Academy. Tim works with ambitious organizations that want to win negotiations with integrity, build influence, and create stronger buyer relationships in an increasingly AI-driven world.

Connect with Tim Castle:

Website: https://www.timjscastle.com/

Facebook: https://www.facebook.com/TimJSCastle

LinkedIn: https://www.linkedin.com/in/timcastle3/

Instagram: https://www.instagram.com/timjscastle/

X: https://x.com/TimJSCastle

TikTok: tiktok.com/@timjscastle

Tim's Bestselling Books Amazon: https://www.amazon.com/stores/Tim-Castle/author/B07G6LF77C?

John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution—helping reps fill pipeline, close deals, and build trust with buyers in today’s AI-driven sales environment.

Connect with John Barrows:

LinkedIn: https://www.linkedin.com/in/johnbarrows/

Instagram: https://www.instagram.com/johnmbarrows/

TikTok: https://www.tiktok.com/@johnmbarrows

Check out John's Membership: https://go.jbarrows.com/

Join John's Newsletter: https://www.jbarrows.com/newsletter