Derek Arden’s Post

In this podcast episode Lee Woodward interviews Claudio Encina, the episode focuses on the theme of challenging prospects and making them stop and think. Enjoy #realestatetraining

How does the word Sales make you feel? Do you feel intimidated by the thought? What if I told you that sales, done the right way, is just you and your prospect having a conversation? In this podcast episode, I share with you how to have the right conversation and approach sales with confidence. https://lnkd.in/gA_3GsYd

Joining us on the latest episode of the NEGOTIATEx podcast is Mike Inman, hosted by Aram Donigian and Nolan Martin. Mike distinguished negotiation trainer and managing partner at NegotiationTraining.com by TableForce as he shares his inspiring journey from aerospace engineering to becoming a negotiation expert. Gain valuable insights from his extensive experience in sales, purchasing at General Motors, and various roles in airlines, tech, and hospitality. Mike emphasizes preparation, aiming high, and navigating refusals and rejections in B2B negotiations. He discusses how initial resistance can lead to better deals, providing valuable lessons for negotiations. Check out the full episode below: https://lnkd.in/gkPGi9qz #NEGOTIATExPodcast #NegotiationExpert #businessinsights

This week's Real Estate Coaching podcast, Lee Woodward & Danny Grant discuss the 10 Listing Mistakes That Agents Can Make. https://lnkd.in/gXgBsrHX #realestatetraining #podcast

This clip explains one of the greatest lessons in ALL of sales. “Have an Outside In Mentality vs an Inside Out Mentality.” The more you tell someone they have a problem, the more they will resist you, BUT the more you ask them questions that make them (and) you stand in their moment of pain, they will convince themselves that they have a problem. If you do this skillfully, purposely and with empathy they will not only convince themselves that they have a problem but they will have urgency to fix it and see you as a highly differentiated solution. You have heard me talk about the famous scene in the movie, Braveheart=> “Hold, Hold”. Most sellers struggle to this in discovery. They barely scratch the surface on a pain point and peel off to the solution too quickly. I call this image, “Brochure in the mouth with the hair on fire”. Discovery is about preparation and preparation gives you confidence. Confidence gives you patience. This is not some “sales trick”. This is a way of communicating in life. Everyone loves to be led, as long as you can take them to a place they could not get to on their own. Let that sink in. #BeUncommon #BeElite #StandInTheMomentOfPain

Have you ever heard someone say that whenever you are eyeball-to-eyeball, toe-to-toe with another human being, that you're negotiating? I have, and it's terrible advice for salespeople. Oh sure, maybe you're "negotiating" who to invite to the next meeting or trading ideas about an approach, but if you're negotiating "terms of sale" (cost, amount, delivery, payment method, timing, credit terms, and more) before the selling job is complete, you are making a strategic mistake that could cost you revenue and margin. Here's a simple rule of thumb to remember: >>> Finish #selling first; then #negotiate. Savvy buyers and procurement pros tend to be far better trained in negotiating than most sellers. This has always been puzzling to me, but it's true. My point is, if you haven't determined that you have NASA (Need And Solution Alignment) and done discovery to determine Challenges, Opportunities, Impacts, Needs, Outcomes, and Priorities, and done Gap and Impact Analyses to create a compelling business case (assuming one exists), and explored solutions and worked to resolve all possible concerns that are resolvable, then you should not yet be negotiating. You need to know that you are able to deliver value, from the perspective of your buyers. If you don't have that foundation, you have no firm footing from which to negotiate sensibly. Buyer concerns that are not fully resolvable (meaning, Drawbacks, for example, where your solution can't do something they want - or can't do it exactly how they want it - or it does or offers something they don't like), are one jumping-off point, into negotiating (especially if they occur at the end of the sales process). The other point is after a full proposal review, when the buyers try to negotiate price or terms more favorably (often based on a Drawback, by the way, but sometimes because they just think they should). Until then, if you're negotiating, especially the terms of the sale, you are very likely giving things away needlessly. Keep in mind, there are various approaches to #negotiation, as well. Many only get trained in tactics and gambits (competitive). You need to learn how to identify these and protect yourself from them. (This is why some people say, "Put your hand on your wallet," when they hear tactics or gambits being used.) The other style is principled, collaborative, or win-win. For years, I've taught the concept of "Identify, Deflect, Redirect." The idea is to sidestep the tactic, like in Aikido, and redirect toward a more principled interaction. It's not the positions that people take that matter - it's the real interests, which often lie under the surface. Anyway, I digress. The point is - sell first, then negotiate. If you find yourself in endless early negotiations, this advice will serve you well and improve your profitability. Want to learn more about tactical and principled/relational #negotiating? >>> Check out: https://lnkd.in/eKePHSNT

Struggling to grow your business? You might be missing the "secret weapon" of successful companies! Learn to sell. Learn to build. If you can do both, you will be unstoppable. -NAVAL RAVIKANT I was listening to this podcast and when Naval Ravikant said "The great companies have a killer combo of builder + seller" it reminded my previous failures in different businesses where I was not able to do both at same time. Luckily at Qamber Technologies WLL we have that magic combination they are discussing and given examples. My business partners Nada Qamber and Khaled Ismaeel built all systems and strong foundation of our business, which helps me to just focus on sales. What is the secret weapon of success in YOUR business? Comment below and let's chat! https://lnkd.in/d4FU9KmV

Deepen your knowledge, refine your skills, and scale your business beyond belief with the blog. This means you can finally get that info, you have ALWAYS wanted, and you don't have to listen to the podcast (cause some people aren't podcast people) New posts are weekly and ALL Of our podcasts are transcribed (or int he process) https://ow.ly/9jm850RF5ya

Have you considered selling your business to a third party? Listen to our latest podcast episode for things to consider.

Deepen your knowledge, refine your skills, and scale your business beyond belief with the blog. This means you can finally get that info, you have ALWAYS wanted, and you don't have to listen to the podcast (cause some people aren't podcast people) New posts are weekly and ALL Of our podcasts are transcribed (or int he process) https://ow.ly/ALc350RF5xE