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.
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Qualifying Questions
- Ask qualifying questions like BANT (Budget, Authority, Need, Timeframe) to identify the advantaged player.
- Consider if they are talking to other firms and why they reached out to you.
The Third Bid Tactic
- Blair Enns recounts directly asking clients if his firm is merely a third bid.
- This directness sometimes reveals hidden information about the sales situation.
Fairness is an Illusion
- Sales processes are rarely fair or rational.
- Expect irrationality, biases, and behavioral concessions.
