How To Negotiate Deals Like a Ninja with Mark Raffan

Negotiating a deal is arguably the most important part of creating a deal because it determines whether the deal makes sense for you in the first place. Unfortunately, this is also the part where a lot of sellers screw up because of lack of know-how, training, or both. 

In this episode of the Love Selling Hate Sakes, our host Josh Wagner talks to Negotiation Ninja’s Head of Sales and Training, Mark Raffan. Mark gives advice on understanding the difference of negotiation strategy from tactics, knowing what makes a good deal, and how to negotiate your way into getting one. 

 

HIGHLIGHTS

• Negotiation strategy is NOT tactics 
• Deals are not created out of thin air 
• Know what YOU want to get out of a negotiation first
• Sellers are people-pleasers to a fault 
• Don't talk yourself into a discount 
• Sellers need to be invested with their contracts too 
• A deal is only great if you got more than you needed 
• Don't sacrifice the strategy for tactics
• Don't just follow one book: read as much as you can 

 

QUOTES

The importance of having a sound negotiation strategy, says Mark: "You cannot have a good negotiation without good strategy. I think the media has done us a disservice. Movies like Wolf of Wall Street or Boiler Room, those kinds of movies where you see these slick talkin' sales dudes on the phone and all of a sudden, they're able to magically create a deal out of thin air. The reality is that's just not reality."

Where a lot of salespeople fail while trying to create a deal, says Mark: "A lot of people go into negotiations without having any idea of what they're trying to achieve. And then they come out with a deal and they're like, 'Hey I got a great deal.' And you're like, 'Woah, don't qualify it with great.' How do you know it's great? You got a deal. We have no idea whether it's great because you didn't know what you wanted to achieve in the first place." 

Why you need to have a good strategy before using tactics over it, says Mark: "There's a lot of negotiation strategy out there that will teach you to 'Say these three things and you'll get better results.' It sounds really really good, and you will sound phenomenal. But if the three things that you're saying don't align with the strategy that you haven't built, you're gonna sound great, but it's not gonna generate results."

 

Connect with Mark and his work using the links below: 

• Website: https://www.negotiations.ninja/
• Twitter: https://twitter.com/NegotiationPod
• Podcast: https://podcasts.apple.com/us/podcast/negotiations-ninja-podcast/id1300435924
• LinkedIn: https://www.linkedin.com/in/markraffan/
• Email: [e-mail]

 

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com