decision dynamics Archives

Managing the Concession Request

April 6, 2016April 5, 2016 by Doreen Tusick

One of the more challenging customer conversations every salesperson faces is the negotiation discussion. It’s almost inevitable that the climax of this dialogue will be the customer’s request for a concession. What’s the most effective way to manage this conversation to ensure that both parties win? The first step in a successful customer negotiation is planning. What factors favor you vs. which favor the customer? What additional information is needed from the customer to better …

3 Motivators That Drive Decision Making

April 5, 2016June 11, 2014 by Bob Schultek

Recognizing the motivating factors that will influence the customer’s decision helps you determine their decision-making process and who will make the decision. The dynamics of your customer’s decision-making process involves several factors. Have you been discussing their needs and challenges with just one person or several? If you have been working with a customer’s team, who has been driving the discussion? To whom does the team defer? How well do the folks around the table get along? The decision-maker …