News from the Field: Mental Insights

Posted by Adele Mclean on Jul 6, 2020 1:38:12 PM
Adele Mclean
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During our recent Virtual Backbone workshops, our participants have been sharing interesting insights about the psychological aspect of negotiating. We wanted to share some with you:

  1. Rethinking the notion that your customer's hiring of one of your former competitors is a bad thing--and why that is not always the case
  2. Challenging the behavior of prenegotiating a deal with yourself before even getting in front of the customer--and how that can inadvertently work against you
  3. Considering the power of offering options to your customers--and a case study of how a $35K renewal turned into a $2.5M initiative

Watch this brief video as Adele McLean discusses this feedback and more from our recent Virtual Backbone workshops and challenges all sellers to rethink their assumptions. 

 

Adele McLean - News from the field - Mental Insights - 6.2020

 

Topics: Negotiating with Backbone