How do you find out what a buyer likes, needs, and wants from the outcome of a sale? How do you get to the root of the problem? Once you discover their core need, how do you guide them through the sales negotiation process? “Sales Evangelist,” author, and podcast host Donald Kelly joins me in this episode of Negotiations Ninja to tackle these questions. By the end, you’ll have a greater understanding and framework you can use to master sales negotiations.  Outline of This Episode [2:11] Learn more about Donald Kelly [3:07] Seek first to understand  [8:17] Can you probe too much? [10:46] Separating urgency and importance [14:16] Creating a mutual action plan [18:45] Why some deals fail to convert [24:28] The importance of a good relationship [27:13] Learn about Donald’s book, “Sell it like a Mango” Connect with Donald Kelly Connect on LinkedIn Follow on Twitter The Sales Evangelist The Sales Evangelist Podcast Sell It Like a Mango: A New Seller's Guide to Closing More Deals 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