Episode #151: Mark Meincke
Don’t Defend, Justify or Explain
Mark Meincke is a multi award-winning author, a former professional sales trainer and serial entrepreneur. Mark has more than 12 years sales experience, since leaving the military. Mark is the founder of the Okotoks Business Association, Host of the Meincke Show Podcast and has just released a NEW book called the Home Sellers Bible in which he helps people negotiate the best deals.
[01.00] Mark defines Negotiation – Mark suggests that Negotiation is a Dance.
[01.42] Mark explains how negotiation is important for business – Mark suggests that you have got to know what you are worth, or you undersell yourself.
[02.35] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Mark feels that people don’t like to negotiate, particularly when they feel commoditized. He also suggests that salespeople can negotiate on many things other than just price. Let’s start with on anything other than price.
[03.50] How do you plan and execute a high stakes negotiation – Mark suggests that you need to know who you are talking to, (using tools like DISC, True Colours, Myers Briggs etc) and tailor to that language.
[05.17] What are the attributes of a good sales negotiator – Mark believes that great negotiators are well prepared and do a great job in the sales process, making the negotiation much easier.
[07.00] Mark shares his top negotiation tools and strategies – Don’t defend, justify or explain. Explore instead. Save price for last, set aside method and return to the value step.
[08.30] Mark shares his top three negotiation Do’s and Don’ts – Do, Explore, be curious, be concerned. Don’t defend, justify or explain. You can negotiate and be an advocate for your client at the same time.
[10.03] Mark shares his favourite negotiation story –Mark shares one of his negotiation that didn’t go as planned.
More About Mark
What was the last book you read?
Twelve Rules for Life by Jordan B Peterson
Who / What inspires you?
Courageous people, who do the right thing despite negative repercussions.
What aspect of your own negotiation skills are you most focused on improving at the moment? Nothing at the moment
Hunting and mental health
How can our listeners contact with you?
Smoke signals or carrier pigeon, failing that firstname.lastname@example.org