2Bobs—with David C. Baker and Blair Enns
Assume an Advantaged Player
Nov 6, 2024
Explore the concept of being the 'advantaged player' in sales and how recognizing inherent advantages can shape outcomes. Learn the art of strategic questioning to identify decision-makers while navigating buyer irrationalities. Discover key strategies for gaining behavioral concessions that reveal client needs. Delve into the subtle dynamics of control in negotiations, emphasizing composure and strategic awareness to achieve successful outcomes. This engaging discussion offers valuable insights for anyone looking to enhance their sales effectiveness.
22:25
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Quick takeaways
- Recognizing whether you are the advantaged player in sales is crucial for strategically positioning yourself during negotiations.
- Understanding that fairness is often an illusion in sales helps sellers navigate biases and implement more strategic approaches.
Deep dives
Understanding the Advantage Player Concept
The concept of the 'advantaged player' refers to a party that has an inherent edge in a competitive sales situation. This could be due to various factors such as insider information, existing relationships, or being the preferred candidate from the outset. For example, an advantaged player may already have a commitment or agreement with the client, meaning they are merely going through the motions with other candidates. Recognizing if one is the advantaged player is crucial, as it impacts overall strategy and perception during negotiations.
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