Episode 104

How to Become a Negotiation Ninja with Mark Raffan

Published on: 15th March, 2023

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Highlights

  • [01:17] - Starting out in sales, getting into procurement, and ending up as the Negotiations Ninja.
  • [03:25] - Behind the scenes in every procurement department.
  • [08:39] - How he started enjoying his position in procurement.
  • [12:24] - The value of implementing category strategies in your procurement team.
  • [14:18] - Why it’s important for salespeople to identify all influencers of purchase decisions.
  • [20:02] - Advantages of taking time to learn from your customers how their procurement processes work.
  • [21:34] - Turning his disenchantment with the corporate world into a successful entrepreneurial career.
  • [26:27] - Negotiations Ninja: Teaching sales teams and procurement teams how to negotiate.


In this episode of the Transformed Sales Podcast, I had a chat with Mark Raffan, the Founder and CEO of Negotiations Ninja, a world-class negotiation training tailored to your needs. Mark is an entrepreneur, sales, and procurement veteran, podcast host, speaker, and recognized negotiation expert. He has led C-Suite negotiations for many years for a variety of companies and industries. Now running his own negotiations training company, Mark utilizes his extensive speaking experience to deliver engaging, usable and market-relevant training to an underserved market. 


He is the co-host of two incredible podcasts Negotiations Ninja Podcast (one of the top negotiations podcasts in the world) and Content Callout (about B2B content marketing). Mark is an expert in influence, persuasion, and negotiation and has coached executives and teams in some of the largest companies in the world, he has been referenced in Entrepreneur, Forbes, Thrive Global, and many other publications. He shared his expertise on how salespeople can win more sales by relating better with procurement teams, identifying all the purchasing influencers in an organization beforehand, and much more. He also talked about the factors of success in sales leadership and entrepreneurship. Don’t miss out.


Quotes


“Your ability to understand the stakeholders that affect and are affected by the sale are very very important” - Mark Raffan


“The single biggest mistake that most salespeople make is that they think it’s a one-to-one sale. And it’s not a one-to-one sale, it’s a one-to-many sale” - Mark Raffan


“Empathy is so critical to the sales process and the procurement process” - Mark Raffan


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Connect with Wesleyne:

  • Wesleyne’s Website - https://transformedsales.com/
  • Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
  • Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
  • Wesleyne on Twitter - https://twitter.com/wesleynegreer
  • Email Her at wesleyne@transformedsales.com
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About the Podcast

Transformed Sales
Transforming Sales Managers to Lead Using Behavior-Based Skills Development
As a sales manager, you are judged by the performance of your team. And you're praised when they do well. But one thing that you've not been able to figure out is how to get everyone on your team consistently hitting quota every single month. Sales leadership is difficult.

The Transformed Sales podcast equips sales leaders with the skills to develop high-performance teams. We provide coaching strategies for improving sales team performance, mentoring developing sellers, and providing ongoing support for best practices. As a result sales leaders can guide, create, and nurture long-term relationships with their teams.

You will learn how to enhance your ability to engage in productive conversations with internal team members, resulting in a collaborative, dynamic environment where sellers feel supported.

Transformed Sales assists businesses in developing and building the culture necessary to build high-performing sales teams. In this leadership coaching program, coaching strategies are offered that can be used to improve the performance of sales teams. These strategies provide ongoing support and reinforcement of best practices