We Need to Cut Cost: The #1 Thing on Your Buyer's Mind Right Now | Mark Raffan - 1656

Is putting your customer first tanking your value? You’ve heard this phrase before: “The customer is always right.” No one is going to tell you to ignore your customer’s wishes completely. But sacrificing your needs (and the needs of your business) to make your quota is a dangerous game that can leave you feeling like you lost, even when you make a sale. In this episode, your host Donald Kelly and guest Mark Raffan are here to remind us, point-blank, that a successful salesperson needs to set expectations and retain value in every negotiation.   There Is No “Win-Win” Move away from a “win-win” mindset. If you put too much effort into trying to get your customer to win, you run the risk of letting them win at your expense. Instead, hope for outcomes that you can both agree to Keep your goals in mind when selling. Don’t get so swept up in trying to meet your customer’s needs that you totally forget about your own (or your company’s). Take on deals that are profitable. Even when you’re trying to make quota, the more concessions you make, the more value you lose   3 Layers of Concessions Conditional Giving. If a potential buyer asks you to make a concession, ask them to make a concession as well.  “Portional” Giving. If a salesperson is asked to make a concession, only make a portion of it, don’t give the full concession. Scarcity. When a potential buyer asks for a concession, respond by letting them know it will be difficult to do, don’t immediately accept it.   “I really don’t believe there is such a thing as a win-win negotiation. I think it’s a really dangerous mindset to put yourself in, especially when the market changes like this.” – Mark Raffan   Resources Negotiations Ninja Negotiations Ninja Podcast

Om Podcasten

I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!