2 (Sell): Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)

May 12, 2020

28:47

Episode guests

Highlights

AI Chapters

Episode notes

Introduction

5min

What's Number Three?

3min

Negotiation Starts From the Very First Conversation

3min

The End of the Quarter Discount?

5min

Are You Planning on Splitting the Difference?

2min

How to Respond to a Procurement Proposal

6min

How Do You Walk From a Deal?

5min

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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:

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