The Importance of Respect and a Model for Sales Conversations

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Don't assume too much about people, it will cause confrontation. Instead, gently respect their choices and freedom. Use conversational cutlery: start with the spoon (listen and reflect), move to the knife (point out frustrations), and end with the fork (give a decision). These strategies reduce reactants and improve sales conversations.

If I tell you to "listen to this podcast!", you'll be less likely to listen. We only act if we feel a sense of autonomy. So demands like this tends to backfire. Today, my guest Bri Williams explains why this happens. Listen to learn, why offering one choice backfires, why we pick the middle choice, and the FBI's guide to negotiations.

Access the bonus episode: https://tinyurl.com/nudgebonus

Bri’s book: https://www.briwilliams.com/WBB

Bri’s website: https://www.briwilliams.com/