Negotiation Lessons from the Buyer’s Side with Ted Stephany скачать в хорошем качестве

Negotiation Lessons from the Buyer’s Side with Ted Stephany

In Episode 148, Drewbie flips the script and brings in someone from the other side of the table—professional buyer and sourcing expert Ted Stephany—to unpack what actually happens inside procurement conversations and why most sales professionals unknowingly sabotage their own deals. Ted shares his journey from being a tech sales rep who was taught to “go around procurement” to becoming a procurement leader himself—and why that advice was completely wrong. With firsthand experience on both sides of the deal desk, Ted explains why sales and procurement are far more aligned than most sellers realize. This episode dives deep into negotiation psychology, deal planning, silence, questioning strategies, and how to turn procurement into your internal champion instead of your biggest obstacle. Episode Highlights ✅Ted’s transformation from seller to procurement leader ✅Why “going around procurement” is terrible advice ✅The biggest misunderstanding sales pros have about buyers ✅How misalignment inside buying teams kills deals ✅Why selling value to only the end user isn’t enough ✅Questions every seller should ask sourcing and procurement ✅How procurement can help you shorten the deal cycle ✅Turning buyers into internal cheerleaders ✅Why salespeople talk themselves out of leverage ✅The power of silence in negotiations ✅Why “best and final offer” usually backfires ✅How discounting too early weakens your position ✅Using time as a negotiation lever ✅Planning concessions before the negotiation starts ✅The danger of hedging language (“I think,” “maybe,” “we’ll see”) ✅How to get buyers to advocate for your proposal internally ✅Simple negotiation tweaks that create massive results Key Takeaways ✅Procurement is not the enemy. Buyers and sellers are more aligned than most sales pros think. ✅Sell to the entire buying team—not just the end user. Different stakeholders value different outcomes. ✅Bring procurement in early. Early involvement shortens deal cycles and uncovers landmines. ✅Silence is a negotiation weapon. Six seconds of silence can completely shift leverage. ✅Have a plan before you negotiate. Unplanned concessions lead to unnecessary discounts. ✅“Best and final” often kills collaboration. Negotiation is a conversation, not a shutdown. ✅Confidence beats hedging language. Uncertainty invites pressure and further concessions. ✅Time is negotiable. Deadlines should be engineered—not demanded. ✅Create internal champions. Get buyers to sell your proposal for you. ✅Small tweaks create massive gains. Negotiation mastery is about refinement, not reinvention. _______________________________________________________________________ Connect with Ted Stephany 🌐 Website: https://www.tedstephany.com Ted shares insights on negotiation strategy, procurement dynamics, and sales effectiveness—helping sellers and buying teams create better, faster, more collaborative deals. _______________________________________________________________________ Call The Damn Leads "By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: ✅Wild Sales Stories: Engaging tales of real-life sales adventures. ✅Proven Tactics: Actionable strategies to boost your sales game. ✅Humor: A fun and energetic perspective on the world of sales. ✅Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom. If you'd like to be a guest on our show, please leave your contact information and a brief message sharing what makes your story worth hearing: https://callthedamnleads.com/pages/po... Follow Drewbie:   / drewbierides   Follow Call The Damn Leads:   / callthedamnleads   Video Timestamps - 00:54-The Worst Sales Advice About Procurement 02:06-Buyers & Sellers Are More Alike Than You Think 02:44-Understanding the Entire Buying Team 05:04-Why Deals Stall: Misalignment & Poor Planning 06:36-Bring Procurement In Early (Not Last) 08:55-Sales Pros Struggle With Negotiation 11:10-Have a Plan Before You Negotiate 12:05-Stop Saying “Best and Final Offer” 13:26-Use Time as a Negotiation Tool 14:25-The Power of Saying “No” in Sales 15:30-Mastering Silence in Negotiation 17:27-Auditing Your Sales Calls for Weakness 18:30-Eliminate Hedging Language 19:45-Turn Leadership Into Your Deal Champion 21:20-Where to Find Ted Stephany