Podcasts Business Sales Reinvented Lisa McLeod Shares Why You Must Identify Your Counterparts Highest-Level Solution, Ep #338

Lisa McLeod Shares Why You Must Identify Your Counterparts Highest-Level Solution, Ep #338

Published: Feb. 22, 2023, 8 a.m.

level solution. What are their goals and aspirations for their company? How can your product or services help them achieve their goal? In this episode of Sales Reinvented, Lisa McLeod shares why it\u2019s important to focus on your counterpart\u2019s highest-level solution\u2014and how to do it.\xa0

Outline of This Episode
  • [0:53] Why planning and preparation is an important step in negotiation
  • [1:42] The key steps a salesperson should take to prepare for negotiation
  • [4:00] Why you need to identify your counterpart\u2019s highest-level solution\xa0
  • [5:45] The attributes or characteristics that make a great sales negotiator
  • [8:06] Tools and resources to improve negotiation outcomes
  • [9:38] Lisa\u2019s top three negotiation planning dos and don\u2019ts
  • [13:44] Why you should offer more value instead of lowering your price
The key steps a salesperson should take to prepare for negotiation

If you\u2019re planning a high-stakes negotiation, there are three things Lisa believes you need to do:\xa0

  • Take a deep breath: That floods oxygen to your brain and helps calm your flight or flight response.\xa0
  • Detach your solution from your aspiration: You aspire to use your offering to help the other side. Fear-based energy is not what you want in the negotiation.\xa0
  • Identify their highest-level solution: It\u2019s not about saving money or terms of services. It\u2019s what impact they\u2019re trying to have in their organization.

It\u2019s easier to do this in the planning stage versus when you\u2019re in front of your potential client.\xa0

Why you need to identify your counterpart\u2019s highest-level solution\xa0

If you\u2019re dealing with a buyer that says \u201cWe have to get this pricing on these terms,\u201d it\u2019s likely what they've been told to do. You want to ask them why. What are they trying to accomplish by doing that? They\u2019ll share what their goals are. That becomes your starting point\u2014not pricing, terms, and conditions.\xa0

You want to start from a place of strength, which is the impact your solution is going to have on their business or life. It\u2019s not about dominating them. It\u2019s a shared stronger place to start. Start from a place of shared aspiration.\xa0

The attributes or characteristics that make a great sales negotiator

Salespeople need to be open to what the client says or is trying to achieve. The most successful salespeople have a laser-like focus. If you\u2019ve ever been in a conversation with a loved one and they\u2019re not going to concede, it exudes a certain energy. You either cave to that energy or push against it. Openness creates openness.\xa0

The other thing that makes a salesperson great at negotiation is their depth of understanding of the client. A seller that only understands their product, software, consulting services, etc., and doesn\u2019t care about what\u2019s happening with the client is coming from a weak position. When you understand what they\u2019re trying to achieve and how they measure success, it doesn\u2019t matter what you\u2019re selling. Your understanding makes you a better ally and partner.\xa0

Tools and resources to improve negotiation outcomes

Lisa emphasizes that your client\u2019s website is the #1 tool you can leverage. Why? You can read their \u201cabout me\u201d page, read what their CEO said, etc. It allows you to learn the language of the company so you can use it. Which sounds better?\xa0

\u201cI\u2019m so excited to talk to you about our software, we\u2019ve got all these bells and whistles, it\u2019s gonna be great for you\u2014let\u2019s get into the negotiation.\u201d

OR:

\u201cI read online that your CEO says that your #1 goal is to improve your customer experience. I\u2019m delighted that we\u2019re having this conversation today because this software is going to play a role in helping you accomplish that.\u201d\xa0

What are Lisa\u2019s top three negotiation planning dos and don\u2019ts? Why should you avoid caving on your prices? Listen to the whole episode to learn more!\xa0

Resources & People Mentioned Connect with Lisa McLeod Connect With Paul Watts\xa0

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