Untap Your Potential in Business Negotiations With Ian Koniak
Aug 19, 2023
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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.
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.
How to negotiate with purchasing departments
Ian explains the importance of account planning and understanding the org structure of customer organizations when negotiating with purchasing departments. He emphasizes the value of mapping the power players in each department, understanding their goals and challenges, and tailoring the messaging to each specific stakeholder. Ian advises salespeople to focus on advancing pipeline and creating new pipeline as the main revenue generating activities. He also shares the importance of time management and prioritizing activities that directly contribute to sales success.
The role of alignment and organization in successful sales
Ian highlights the need for alignment between what you sell and what the customer cares about. He emphasizes the importance of research and understanding the customer's goals and challenges before engaging in sales conversations. Ian discusses the value of account planning and account segmentation to tailor the sales approach for each customer. He also stresses the need for organization and time management to focus on revenue generating activities (RGAs) and prioritize the important tasks that directly contribute to sales success.
The power of belief in the value you bring as a negotiator
Ian emphasizes the importance of having a strong belief in the value you bring to the customer during negotiations. He advises salespeople to approach negotiations with a focus on how their offering can help the customer achieve their goals or solve their problems. Ian suggests that being detached from the outcome and focusing on the customer's needs can position the salesperson from a place of strength. He shares that customers are more likely to perceive value and feel the need for a salesperson's solution when they sense that the salesperson genuinely believes in its value.
