Pricing Negotiation | The Fallacy Of Your Compensation
Regardless of how you are compensated for a deal, the second you give away anything for free, you’ve driven the buyer to search under stones just like you would in a forest where you just found cash under a stone. Every. Stone. Whether you get paid for it or not....
Sales Negotiation: The Fallacy of Your Compensation
Sales Negotiation: The Fallacy of Your Compensation Your compensation plan shouldn’t define what you give in a negotiation – because doing so is a fast path to slowing down your deal, eroding its value, and eroding the confidence a buyer has in your...
“Remote” Buyer Bias: The journey is as important than the reward.
Decisions are subconsciously biased by the cost & effort to act. That, my friends, is really important to understand, especially today. I read a lot of research. It’s my thing. I’d rather read the research itself than read a book, because I enjoy coming to my own...