Why Is The Time Right For Transparent Negotiations?
Why are we still negotiating like it’s 1985 – when the deal itself was the peak of the selling relationship? In today’s economy, where the proliferation of information is abound, and where the deal is merely an early milestone on the path to having a customer who not only buys, but stays, buys more, advocates, and takes you with them to their next company, we can no longer negotiate from the lens of a hostage negotiation.
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Logic is polarizing to the human brain - it actually makes decisions harder. So, that logo slide you love to present because you're so proud of your customer list? It may be separating your advocates from your dictractors during a sales cycle.
Unfortunately we have a long way to go before we have to worry about that. Just from today's mail and today's web ads, we're far away from transparency - still building foundations on mistrust and trickery, which doesn't serve us well. #transparencysale
As it turns out, we as human beings make all of our decisions in the feeling / emotion center of our brain, and ONLY use logic to justify a feeling based decision. That has huge implications for how you position your products or services.
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