Carson Heady is the best-selling author of “Salesman on Fire” and is recognized as the #1 Social Seller globally at Microsoft. He’s found success in every level of sales. On this episode of Negotiations Ninja, one of the most recognizable names in sales today shares what setting the foundation for the deal looks like. It starts with getting the right people “on the boat with you” and caring about the “why” that drives them. What else? Find out in episode #321 of Negotiations Ninja! Outline of This Episode [2:13] Learn more about Carson Heady [3:37] Setting the foundation for the deal [6:37] Get people on the boat with you [11:22] Understanding the customer’s “why”  [15:27] Does Carson’s notoriety impact him? [19:05] Learn more about “Salesman on Fire” [22:26] Overcoming the perception of others  Resources & People Mentioned Salesman on Fire Connect with Carson Heady Check out Carson’s books Connect with Carson on LinkedIn Follow Carson on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja