Podcast episode
Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
30 Minutes to President's Club12 May 202029 min
Description
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 Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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It's the clarifying questions. It's amazing. Every time I feel like I don't know how to respond in a sales situation. You reminded me this year, Mark, because I'm sitting here and I heard you talk as a procurement person saying that should be free. Why isn't it free? And I'm like, man, I have no idea how I would reply to that. It's almost like a rule you can lean on as a salesperson. “If you don't know how to respond to something, err in the side of clarifying.” Very good. One of the things we talk about a lot is you never want to leave a negotiation on a bad note. And so let's say you get a hothead on the other line. I've had people literally jump on calls and say, that's ridiculous. That's garbage. I'm not paying for that. How do you deescalate that situation while still being firm and holding the line effectively?
If you find something that works for you, we're happy to support you and help you look for alternatives. Cool. No problem. If at a certain point you decide that those options are not worth it for you and you want to come back and have a conversation, we're happy to continue the conversation at the “same place that we left off.” I just want you to know that when you come back to that conversation, we still are not going to be able to move lower than where we are right now. Now, in order for you to be able to say that, you have to be very clear about what your walkaway line is internally in the organization.
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