#2 - Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
Mark Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.Four Actionable Takeaways:Before a negotiation, know YOUR needs / wants + THEIR needs / wantsSet expectations upfront that we don’t do end of month discounts before you need toSay the price and shut-up. Don’t try to justify it, it shows insecurityWhen they ask for discounts, ask probing questions to discover the truth behind the ask.Mark Raffan’s Path to President’s Club:Host, Negotiations Ninja PodcastPresident, Content CalloutNegotiation Master Class, Harvard University======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Negotiation
30 Minutes to President's Club | No-Nonsense Sales
Audio is streamed directly from the publisher (pdst.fm) as published in their RSS feed. Play Podcasts does not host this file. Rights-holders can request removal through the copyright & takedown page.
Show Notes
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Four Actionable Takeaways:
- Before a negotiation, know YOUR needs / wants + THEIR needs / wants
- Set expectations upfront that we don’t do end of month discounts before you need to
- Say the price and shut-up. Don’t try to justify it, it shows insecurity
- When they ask for discounts, ask probing questions to discover the truth behind the ask.
Mark Raffan’s Path to President’s Club:
- Host, Negotiations Ninja Podcast
- President, Content Callout
- Negotiation Master Class, Harvard University
RESOURCES DISCUSSED