Walker Thrash

speaker

246 appearances 1 recordings 1 series first heard May 2026 last heard 20 May

Walker Thrash’s voice in public audio — every appearance, attributed to the second.

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Recordings per month over the last 12 months — 1 in all, peaking in May 2026 with 1.

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The Vault Unlocked · Why Preparation Is the Most Undervalued Skill in Sales Negotiation (And How to Use It) · 20 May 2026 podcast

If you can walk into the room and understand that everybody around the table is the same as you, they have their own self-interest and your objective at some levels to deliver their interest in a way that creates the value you need in the deal, it's a better starting point.

To pretend like you're the only one who really needs to have your interest met is, again, that's just a stumbling block we all need to get past quickly.

And I always thought about that.

I would agree with that.

And that's a really good negotiation.

And oftentimes, that's the best it's going to be.

If you add one thing on top of it, a great negotiation is when the parties leave the table and they feel like they created more value than they thought coming in.

And those are the best deals you'll ever do.

Well, one, I'd say it's over time you do gain experience.

You learn the questions to ask.

Right.

But just in starting off, if you're if you're fresh and you say, hey, what's just a way to change the mindset?

And I've been guilty of this as much as anybody is walking into the meeting and assuming I understand what everybody's interests are and I've got a great idea and we're all going to agree on it.

And if you can turn that 180.

It's, hey, instead of talking about the deal, here's my pro forma or whatever that is, opening up a conversation, asking questions, assuming you have no idea what their interests are when you open the room.

You'll end up teasing out things that you didn't think were there.

And then, you know, and everybody's in such a hurry.

It's like, let's get it all done in meeting one.

Sometimes meeting one really is just uncovering, turning over rocks, trying to get information you can take home and think about.

But but in that question asking.

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