We Need to Cut Cost: The #1 Thing on Your Buyer's Mind Right Now | Mark Raffan - 1656
Is putting your customer first tanking your value? You’ve heard this phrase before: “The customer is always right.” No one is going to tell you to ignore your customer’s wishes completely. But sacrificing your needs (and the needs of your business) to make your quota is a dangerous game that can leave you feeling like you lost, even when you make a sale. In this episode, your host Donald Kelly and guest Mark Raffan are here to remind us, point-blank, that a successful salesperson needs to set expectations and retain value in every negotiation.
There Is No “Win-Win”
3 Layers of Concessions
“I really don’t believe there is such a thing as a win-win negotiation. I think it’s a really dangerous mindset to put yourself in, especially when the market changes like this.” – Mark Raffan
Resources
Negotiations Ninja
Negotiations Ninja Podcast
Mark Raffan LinkedIn
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2. This episode is brought to you in part by TSE Sales Foundation.
I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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