How do you find out what a buyer likes, needs, and wants from the outcome of a sale? How do you get to the root of the problem? Once you discover their core need, how do you guide them through the sales negotiation process? “Sales Evangelist,” author, and podcast host Donald Kelly joins me in this episode of Negotiations Ninja to tackle these questions. By the end, you’ll have a greater understanding and framework you can use to master sales negotiations.

Outline of This Episode

[2:11] Learn more about Donald Kelly
[3:07] Seek first to understand
[8:17] Can you probe too much?
[10:46] Separating urgency and importance
[14:16] Creating a mutual action plan
[18:45] Why some deals fail to convert
[24:28] The importance of a good relationship
[27:13] Learn about Donald’s book, “Sell it like a Mango”

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Sell It Like a Mango: A New Seller's Guide to Closing More Deals

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Donald Kelly’s Platinum Rule of Sales Negotiations, Ep #399