Why You Need to Know the Desired Outcome of a Negotiation

<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"