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Episode 139  |  23:28 min

Why You Need to Know the Desired Outcome of a Negotiation

Episode 139  |  23:28 min  |  06.08.2020

Why You Need to Know the Desired Outcome of a Negotiation

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This is a podcast episode titled, Why You Need to Know the Desired Outcome of a Negotiation. The summary for this episode is: <p>A problem-centric sales sales approach—versus product-centric—is about learning the desired outcome each side wants to achieve in the negotiation process. The author of the book <em>Gap Selling: Getting the Customer to Ye</em>s is the special guest on this episode of <em>Negotiations Ninja.</em> Listen to this episode as we talk about the ins and outs of his gap selling sales strategy.</p> <p>Keenan is the CEO of “A Sales Guy Consulting” and “A Sales Guy Recruiting.” He’s also the best-selling author of multiple books (<a href= "https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/B07MD6PKRB" target="_blank" rel="noopener"><em>Gap Selling</em></a> and <a href="https://www.amazon.com/Not-Taught-Jim-Keenan-audiobook/dp/B01KIO4X0A" target="_blank" rel="noopener"><em>Not Taught</em></a>). His strategy is a game-changer for sales organizations, geared towards helping them find long-term success. Don’t miss his unique and successful take on sales! </p> <h2>Outline of This Episode</h2> <ul> <li>[1:36] Keenan’s background in sales</li> <li>[2:48] The major difference between sales and procurement</li> <li>[4:05] Where sales and procurement miss the mark</li> <li>[7:13] Keenan’s mission to banish open-ended answers</li> <li>[11:52] Why ‘objections’ should never be an issue</li> <li>[18:08] Understand that the sales process is based on emotion</li> <li>[19:38] A sales negotiation is all about the desired outcome</li> <li>[21:47] Where to connect with Keenan</li> </ul> <h2>Expertise is where the money’s at</h2> <h2>Connect with Keenan</h2> <ul> <li>BOOK: <a href= "https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/B07MD6PKRB" target="_blank" rel="noopener">Gap Selling</a></li> <li>Connect on <a href="https://www.linkedin.com/in/jimkeenan/" target="_blank" rel="noopener">LinkedIn</a></li> <li>Follow on <a href="https://twitter.com/asalesguy" target= "_blank" rel="noopener">Twitter</a></li> <li>Watch on <a href= "https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ" target= "_blank" rel="noopener">YouTube</a></li> <li>A Sales Guy on <a href= "https://www.linkedin.com/company/a-sales-guy-consulting/" target= "_blank" rel="noopener">LinkedIn</a></li> <li>Keenan’s <a href="https://www.asalesguy.com/" target="_blank" rel="noopener">Website</a></li> </ul> <h2>Connect With Mark</h2> <ul> <li>Follow Negotiations Ninja on Twitter: <a href= "https://twitter.com/NegotiationPod" target="_blank" rel= "noopener">@NegotiationPod</a></li> <li>Connect with Mark <a href= "https://www.linkedin.com/in/markraffan/" target="_blank" rel= "noopener">on LinkedIn</a></li> <li>Follow Negotiations Ninja <a href= "https://www.linkedin.com/company/negotiations-ninja-podcast" target="_blank" rel="noopener">on LinkedIn</a></li> <li>Connect on Instagram: <a href= "https://www.instagram.com/negotiationpod/" target="_blank" rel= "noopener">@NegotiationPod</a></li> </ul> <p><a href="https://plinkhq.com/i/1300435924" target="_blank" rel= "noopener"><strong>Subscribe to Negotiations Ninja</strong></a></p>

A problem-centric sales sales approach—versus product-centric—is about learning the desired outcome each side wants to achieve in the negotiation process. The author of the book Gap Selling: Getting the Customer to Yes is the special guest on this episode of Negotiations Ninja. Listen to this episode as we talk about the ins and outs of his gap selling sales strategy.

Keenan is the CEO of “A Sales Guy Consulting” and “A Sales Guy Recruiting.” He’s also the best-selling author of multiple books (Gap Selling and Not Taught). His strategy is a game-changer for sales organizations, geared towards helping them find long-term success. Don’t miss his unique and successful take on sales! 

Outline of This Episode

  • [1:36] Keenan’s background in sales
  • [2:48] The major difference between sales and procurement
  • [4:05] Where sales and procurement miss the mark
  • [7:13] Keenan’s mission to banish open-ended answers
  • [11:52] Why ‘objections’ should never be an issue
  • [18:08] Understand that the sales process is based on emotion
  • [19:38] A sales negotiation is all about the desired outcome
  • [21:47] Where to connect with Keenan

Expertise is where the money’s at

Connect with Keenan

Connect With Mark

Subscribe to Negotiations Ninja

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