Love Selling Hate Sales Podcast
Business:Marketing
Negotiating a deal is arguably the most important part of creating a deal because it determines whether the deal makes sense for you in the first place. Unfortunately, this is also the part where a lot of sellers screw up because of lack of know-how, training, or both.
In this episode of the Love Selling Hate Sakes, our host Josh Wagner talks to Negotiation Ninja’s Head of Sales and Training, Mark Raffan. Mark gives advice on understanding the difference of negotiation strategy from tactics, knowing what makes a good deal, and how to negotiate your way into getting one.
HIGHLIGHTS
QUOTES
The importance of having a sound negotiation strategy, says Mark: "You cannot have a good negotiation without good strategy. I think the media has done us a disservice. Movies like Wolf of Wall Street or Boiler Room, those kinds of movies where you see these slick talkin' sales dudes on the phone and all of a sudden, they're able to magically create a deal out of thin air. The reality is that's just not reality."
Where a lot of salespeople fail while trying to create a deal, says Mark: "A lot of people go into negotiations without having any idea of what they're trying to achieve. And then they come out with a deal and they're like, 'Hey I got a great deal.' And you're like, 'Woah, don't qualify it with great.' How do you know it's great? You got a deal. We have no idea whether it's great because you didn't know what you wanted to achieve in the first place."
Why you need to have a good strategy before using tactics over it, says Mark: "There's a lot of negotiation strategy out there that will teach you to 'Say these three things and you'll get better results.' It sounds really really good, and you will sound phenomenal. But if the three things that you're saying don't align with the strategy that you haven't built, you're gonna sound great, but it's not gonna generate results."
Connect with Mark and his work using the links below:
About Josh Wagner:
Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.
To learn more about Josh and his work, follow the links below:
SE7EN: The 7 Steps of Building a Pipeline for Life
KNOCK THE SPAM OFF: Sales Engagement and Beyond with Ollie Whitfield
SDR REFORM: The SDR Job Redefined with AJ Alonzo
TAKE THE WHEEL: Achieving Control Of Your Sales Career with Mike O'Kelly
TO THE RIGHT: The Search for the Right-Fit Sales Motion with Bryan Whittington
ROCKY ROAD: The Highs & Lows Of Building An Enterprise Sales Organization with Amanda Georgoff
NEW BEGINNINGS: First 30 Days As A First Time Start Up CRO
LOVE SELLING HATE SALES HIGHLIGHTS 4
Software As A Service: Is Product-Led Growth the Key? with Esben Friis-Jensen
LOVE SELLING HATE SALES HIGHLIGHTS 3
INTERNALIZED: How to Create a Sales Culture That Relies on Internal Motivation
LOVE SELLING HATE SALES HIGHLIGHTS 2
PRO SALES ATHLETE: Practicing Like A Pro Athlete In Sales with Jordana Zeldin
LOVE SELLING HATE SALES HIGHLIGHTS 1
ACHIEVEMENT UNLOCKED: Coaching As The Key to Unlocking Sales Potential
VALUABLE: The Focus On Providing Value To Buyers With Andy Paul
Manage Your Book of Business Like A Pro with Jamie Kirmess
3 Ways To Encourage A Prospect To Engage In Your Sales Process
Experience As A Differentiator in Sales, Part 2
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