How To Be An Effective Negotiator: Mastering Excellence
Sales Maven
Negotiation - Do You Know When It's Time to Pay Attention?
The biggest thing that you need to watch for in a negotiation are what are called clusters. Clusters of behavior can indicate something else is going on. It's incredibly hard to be able to pinpoint what emotions someone might be feeling or whether or not there’s deception, so I would focus on asking better qualifying questions rather than trying to read body language.
Negotiation is misunderstood. As a negotiator, you could be completely focused on whether your prospective client says “Yes” or “No”, how long the negotiation is taking, and if you get exactly what you want from the deal. As an effective negotiator, you start to look at how much of what you want as a scale, the tempo of the conversation, and if you need to walk away.
Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn how to be an effective negotiator in this Mastering Excellence Series conversation on this episode of the Sales Maven Show.
Mark Raffan is the Founder & CEO of Negotiations Ninja, World-Class Negotiation Training Tailored to Your Needs. He has led c-suite negotiations for many years for companies in various industries, and has been referenced in publications such as Entrepreneur, Forbes, and Thrive Global. Now running his own negotiations training company, Mark utilizes his extensive speaking experience to deliver engaging, usable, and market-relevant training to an under-served market. He is also the co-host of the incredible podcast Negotiations Ninja Podcast (one of the top negotiations podcasts in the world).
In today’s episode, Nikki and Mark talk about rethinking what it means to have a successful negotiation. Mark encourages you to read, consume, and apply knowledge about negotiation, and he has a few other insights that give your working knowledge more power. He shares his approach to either achieving the predetermined objectives or walking away gracefully from a sales conversation. Listen as Nikki and Mark explore what’s more important than securing the deal itself, which has a lot to do with what the deal looks like.
Nikki invites you to join the Sales Maven Society, don't miss this opportunity for you and Nikki to work together. Bring your questions, concerns, sales challenges, and she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!
In This Episode:
[00:29] - Welcome, and thank you for listening!
[02:09] - Mark Raffan loves learning and implementation.
[04:37] - Mark shares what part of his upbringing influenced his current path.
[06:48] - “It was a dare in a bar.”
[09:13] - Find ways to test your negotiation skills in your everyday interactions.
[11:59] - What is Nikki’s “creating curiosity” statement?
[13:56] - Mark gets curious about how Nikki describes her work.
[16:01] - Mark prioritizes self care these days, which gives him the mental clarity to perform better. PART 1
[18:28] - Mark prioritizes self care these days, which gives him the mental clarity to perform better. PART 2
[21:13] - Mark explains why negotiators need to see a larger picture than simply the negotiation outcomes.
[22:58] - What does it mean to walk away from a negotiation gracefully when it doesn’t go as planned?
[25:06] - What’s more important than securing the negotiation?
[27:48] - Here’s how you can place a successful negotiation into perspective instead of seeing deals in absolutes.
[29:51] - Is Mark interested in NLP?
[31:48] - Body language clusters are cues for when you should ask more intentional questions.
[34:08] - Consider what may be important to the prospective client before getting into a conversation.
[36:16] - Compare your options, but be very careful of making assumptions.
[39:03] - Why is listening a key skill in negotiation?
[41:02] - Mark teaches the four ways to approach any client request.
[44:05] - It’s not always easy, but take a step back.
[45:56] - Mark says he changed how he celebrates his wins. Does he have anything in mind lately?
[48:02] - Mark lifts heavyweights as a hobby.
[49:40] - Thank you for listening. Nikki is so grateful you are here!
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