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Negotiate Anything
Untap Your Potential in Business Negotiations With Ian Koniak
Aug 19, 2023
Sales Coach Ian Koniak shares insights on negotiating large enterprise software deals, senior executives, and purchasing departments. The importance of alignment in negotiation and research and preparation in sales is discussed. They emphasize the concept of delayed gratification for long-term success in business and life.
42:24
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Quick takeaways
- Align what you sell with what the customer cares about and focus on revenue generating activities.
- Research and understand customer goals and challenges, tailor the sales approach, and have a strong belief in the value you bring to the customer during negotiations.
Deep dives
Negotiating large enterprise software deals and how to negotiate with senior executives
Ian Konyak, founder and president of Ian Konyak Sales Coaching, shares his experience in negotiating large enterprise software deals. He emphasizes the importance of aligning what you sell with what the customer cares about. Ian discusses the need for organization and focus in sales, highlighting the importance of revenue generating activities (RGAs) such as advancing pipeline and creating new pipeline. He also stresses the need to say no to non-RGA activities and delegate tasks that are not directly related to sales. Ian shares the power of belief in the value you bring to the customer as the foundation of effective negotiation. He advises salespeople to focus on understanding customer needs and tailoring their message to demonstrate how their offering can address those needs.
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Discover
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Listen to the best highlights from the podcasts you love and dive into the full episode