Podcasts Business Negotiations Ninja Podcast Why You Need to Know the Desired Outcome of a Negotiation

Why You Need to Know the Desired Outcome of a Negotiation

Published: June 8, 2020, 9 a.m.

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A problem-centric sales sales approach\\u2014versus product-centric\\u2014is 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 \\u201cA Sales Guy Consulting\\u201d and \\u201cA Sales Guy Recruiting.\\u201d He\\u2019s 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\\u2019t miss his unique and successful take on sales!\\xa0

Outline of This Episode

  • [1:36] Keenan\\u2019s background in sales
  • [2:48] The major difference between sales and procurement
  • [4:05] Where sales and procurement miss the mark
  • [7:13] Keenan\\u2019s mission to banish open-ended answers
  • [11:52] Why \\u2018objections\\u2019 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\\u2019s at

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