Joe Zanca’s Post

Want Better Deals? Stop Acting Like a Shark. Let’s face it: The "tough negotiator" act is overrated. You don’t get killer deals by scaring people off. You get them by playing smart. Here’s how I’ve snagged deals that made my competitors go, “Wait… HOW?! Find their “Oh no” problem. Everyone has that one thing that’s stressing them out. Figure it out, solve it, and suddenly, you’re not just a vendor—you’re their hero. Sell the dream, not the discount. Nobody remembers a 5% discount, but they WILL remember the time you helped them hit their quarterly goal. Make it about them. Use timing like a Jedi. Got a product to pitch? Do it right before their quarterly planning session. Timing isn’t everything—it’s the ONLY thing. Give a little love first. Free advice, a helpful intro, or even a quick spreadsheet hack can go a LONG way in making people trust you. Walk away like a boss. If the deal feels off, just bounce. The right ones will always come back around. The wrong ones? You’ll thank yourself later. This mindset has helped me turn “meh” opportunities into partnerships that changed the game. What’s YOUR secret to getting a great deal? Drop it in the comments—I’m taking notes.

Most leaders we speak with want a combo of both of these outcomes with & through partnerships. We work with leaders figuring out an executable strategic plan on the HOW based on their org design, their stage of partnership maturity, and what resources they have or can commit to, in order to bring it to life. Reach out if you want to explore further how partnerships opportunities can fuel your growth Hockey Stick Advisory Scott Cooper #partnerships #ecosystem #growth

Confession: I was too greedy (And it cost me dearly.) The art of negotiation isn't about extracting the most. There is often more than enough to go around. Greed is short-sighted. Generosity is visionary. Let me explain: In every deal, there's visible value. (Normally price.) And there's invisible potential. (Example: Deal frequency.) Most focus on the former. Winners understand the latter. Here's what happens when you leave extra at the table: • Your network expands exponentially • Future deals come to you • You sleep better at night • Doors open effortlessly • Opportunities multiply • Less post-deal friction It's counterintuitive, I know. But it works. Short-term gains often lead to long-term losses. But generosity? It compounds. I've done ruthless deals. And I've done generous ones. The difference? Night and day. 𝗘𝘃𝗲𝗿𝘆𝗼𝗻𝗲 𝘄𝗮𝗻𝘁𝘀 𝘁𝗼 𝘁𝗮𝗸𝗲 𝗽𝗮𝗿𝘁 𝗶𝗻 𝗮 𝗱𝗲𝗮𝗹 𝘄𝗵𝗲𝗿𝗲: - We all make money - We are all winners It doesn't have to be a zero-sum game. So next time you're negotiating: Think bigger. Think longer term. Leave a little extra on the table. - Vinchenso Kendall

Let’s be honest: bragging about how fantastic you or your services are isn’t going to win over new clients. To truly convert leads into loyal customers, you need to demonstrate real value. People aren't impressed by your qualifications or trophy case. They want to know if you genuinely understand their struggles and can offer practical solutions. It’s about connecting on a human level and proving you can make their life – or business – easier. Remember, behind every lead is a person who's invested countless hours and energy into their venture. Treat them like a person first, not just another potential sale.

📢 3 Powerful Negotiation Tips for Founders 🤦♂️ After few years working in sales and Marketing, sometime struggling to achieve my goals and some other time wining with a smile, I figured out that all tips and advises and books you read, Tedex talk you listen to , all have some good and bad advices . I understood that Negotiation isn't simply about 'winning' or 'losing ! 🚀When I acknowledged this very point, it meant that everyone at the table has a tremendous amount of power, and the key is using this power appropriately. 👀 Most of the things you know about negotiation up to this point are probably wrong. So Go and try this 3 tips and let me know your feedback : Negotiation Tip #1: Listen Deeply The first step is to understand their position, feelings, needs and worldview as deeply as you can. It’s only when they feel understood that the negotiation can begin Negotiation Tip #2: Get a ‘No’ at the Start don’t compromise, don’t rush, and don’t accept a bad dea, “No” is the start of the negotiation, not the end of it. In a negotiation scenario, “No” provides a great opportunity for you and the other party to clarify what you really want by eliminating what you don’t want. Saying “No” makes the speaker feel safe, secure, and in control, so trigger it. Negotiation Tip #3: Do an Accusation Audit be prepared to play back the other persons concerns so they see you have heard them, you don’t need to justify your position relating to these accusations, simply repeating them back and letting them pick up on any points, either revealing useful information for further negotiation or taking the heat out of potentials landmines that might derail the negotiation. credit to Christopher Voss for creating the best playbook in the field ! #sales #nego #startup #founders #sales

Want to Win More Deals? Start with This: Understanding What Your Counterpart Wants Here’s the mistake most negotiators make: they go in thinking about their own agenda. But if you want to win, the real power comes from understanding exactly what your counterpart wants. Ask yourself: What’s driving their decision? What’s the one outcome they can’t walk away without? Where are they vulnerable, and how can you turn that into leverage? When you know what’s keeping your counterpart up at night, you control the conversation. The best deals are done by meeting their needs while achieving your goals. So here’s the real question: Before you enter your next negotiation, do you truly understand what’s motivating the person across from you? Let me know what you think—how do you prepare to understand your counterpart’s motivations? #TrendTuesday #NegotiationStrategy #KnowYourCounterpart

Some of the best founders have made negotiation as their primary skill. This is how you negotiate like a pro 👇🏻 𝗟𝗶𝘀𝘁𝗲𝗻 𝗙𝗶𝗿𝘀𝘁, 𝗦𝗽𝗲𝗮𝗸 𝗦𝗲𝗰𝗼𝗻𝗱 The real power lies in listening. By understanding the other person’s needs and motivations, you can tailor your proposal to meet those needs. 𝗕𝗲 𝗪𝗶𝗹𝗹𝗶𝗻𝗴 𝘁𝗼 𝗪𝗮𝗹𝗸 𝗔𝘄𝗮𝘆 The strongest negotiators aren’t afraid to walk away from a bad deal. Set clear boundaries before entering a negotiation and be willing to leave if those boundaries are crossed. Remember: no deal is better than a bad deal. 𝗙𝗿𝗮𝗺𝗲 𝗬𝗼𝘂𝗿 𝗣𝗿𝗼𝗽𝗼𝘀𝗮𝗹 𝗮𝘀 𝗮 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻 People don’t just want to hear what you want — they want to know how your proposal solves their problem. Frame your negotiation around how both sides benefit. 𝗖𝗼𝗻𝘁𝗿𝗼𝗹 𝗬𝗼𝘂𝗿 𝗘𝗺𝗼𝘁𝗶𝗼𝗻𝘀 High-stakes negotiations can get heated. But losing your temper, showing frustration, or becoming defensive can derail even the best discussions. Stay calm, collected, and professional. Emotional control signals confidence and keeps the conversation productive. Posts from Oliver Alan Stafurik are taken from a free newsletter sent to 1,000+ startup founders and VCs every Monday and Thursday. Get it here: https://lnkd.in/epi4V5uF ✋🏼

Ever wondered what sets apart the greatest deal-makers? It's not just their skills or expertise, but their behavior in the heat of negotiation. Joyce Meyer's words remind us that the true power in negotiation lies not in rushing to the finish line, but in how we handle the journey. It's in the patient listening, the thoughtful addressing of concerns, and the calm persistence that we find success. Let's embody patience in our next negotiation and transform the waiting game into a winning strategy. #sales

Many make this negotiation mistake. (And do not even realised that it is a mistake!) Imagine this ... You are in the middle of a negotiation. Your prospect starts sharing their thoughts. BUT they seem to be irrelevant & insignificant. You feel the HUGE urge to interrupt ... DO NOT! Here is the truth: When we do so, we are "fighting" our prospects. Instead of WITH them, They start feeling we are AGAINST them. Remember: Our prospects want to feel understood & supported. Here is how we win them over: > Listen: Show we value their perspectives > Empathize: Acknowledge their concerns > Collaborate: Position as their ally The words we say MATTERS. "I understand your point" "Thanks for sharing" "This will help" "I hear you" Make them feel heard. Make them feel understood. Make them feel we are on their side. Negotiation is NOT a competition. It is a TEAM sport. What is your favourite negotiation technique? ****** I am Thomas Chen. I started entrepreneurship when I was in university and have never looked back since. I believe that the best negotiators look at their prospects as a team member instead of a competitor. Follow me for topics around business, mindset and personal growth.

Most of Your Work Happens in Discovery When prospects jump into pricing or proposals too early, they’re approaching the conversation with the wrong mindset. At this stage, they’re likely thinking about negotiation, but your priority should be building trust. Ask open-ended questions that get them talking about their challenges. Use your expertise to guide the conversation, not to throw out prices or generic solutions too soon. Until you truly understand their problems, you can’t send them a meaningful proposal, let alone close the deal. Remember: Discovery is your foundation. Trust-building always comes before haggling.