Negotiation Ninja Secrets: Leveraging Procurement for Sales Success - Mark Raffan, #253

Does this sound familiar? You've been told that in order to achieve better negotiation outcomes, all you need to do is focus on your sales pitch and product features. But let's be honest, how many times have you felt the pain of losing a deal even after delivering a flawless presentation?

It's time to break free from that ineffective action and understand the procurement process. By gaining a deep understanding of how your buyers make purchasing decisions, you'll finally be able to unlock the secrets to winning and achieving the results you desire.

Mark Raffan, founder of Negotiations Ninja, brings a unique perspective to the world of negotiations. With a background in procurement, he has seen firsthand the inner workings of the "devil's lair" and understands the challenges salespeople face when dealing with procurement teams. Mark's mission is to transform unsuccessful negotiators into successful ones by providing training and coaching. He believes that the key to negotiation success lies in thorough preparation. Unlike the flashy portrayals we often see in movies, Mark emphasizes that most negotiations are strategic and require a well-thought-out plan. The biggest mistake people make is going into negotiations without a clear objective or strategy. Mark teaches salespeople how to define their goals and break them down into concrete, achievable outcomes. By understanding both their own needs and the broader objectives of their business, salespeople can negotiate effectively and drive value throughout the negotiation process. Mark's approach challenges the traditional view of negotiations and empowers sales professionals to take control and achieve better outcomes.

Don't sacrifice your own needs in favor of the customer. Be selfish and think about what you want to achieve in the negotiation, while still delivering value to the customer. - Mark Raffan

My special guest is Mark Raffan

Mark Raffan is the head of training at Negotiations Ninja, a prominent negotiation training and coaching business. With a background in procurement spanning over 15 years, Mark brings a wealth of experience and expertise to the table. Over the course of his career, he has helped numerous salespeople and procurement professionals improve their negotiation skills and achieve successful outcomes. With six years of running Negotiations Ninja, Mark has established the company as one of the leading negotiation training providers globally. Through their training programs, they have delivered valuable insights and strategies to companies across different continents. Mark's approach emphasizes strategic planning and value creation throughout the negotiation process. His extensive knowledge and practical guidance make him a trusted resource for individuals and businesses looking to enhance their negotiation capabilities.

In this episode, you will be able to:

• Master negotiation strategies to achieve success in any business deal.

• Achieve a balance between your personal and business needs during negotiations for optimal results.

• Understand the procurement process to gain a competitive edge and improve your negotiation outcomes.

• Unlock the power of goal-based negotiation to create maximum value for both parties involved.

• Hone your negotiation skills through practice and become a more effective sales professional.

The key moments in this episode are:

00:00:08 - Introduction
00:01:48 - Background and Inspiration
00:05:24 - Juicy Fact
00:07:26 - Biggest Mistakes in Negotiations
00:10:36 - The First Step in Preparation
00:15:12 - Prioritizing Your Needs
00:17:07 - Aligning Sales and Business Objectives
00:18:51 - Lack of Clear Direction in Sales Leadership
00:22:38 - Importance of Financial Metrics in Sales
00:25:51 - Equipping Sales Teams for Success
00:29:11 - Selling with Belief in Value
00:30:48 - Dealing with Challenges and Fluctuations
00:32:05 - Negotiation as a Practice
00:34:16 - Continuous Learning in Negotiation
00:35:15 - Accessing Information about the Counterparty
00:42:43 - Understanding the Hot Buttons in Negotiation
00:43:48 - Born Negotiators vs Skill Development
00:46:15 - Individual Negotiation Training
00:47:48 - The Myth of Win-Win
00:51:35 - Favorite Movie and Closing

Timestamped summary of this episode: