In today's episode, your hosts Brian Dietmeyer and Dan Sanchez discuss the critical actions that buyers take during the negotiation process and how to effectively anticipate and handle them. Brian shares his groundbreaking research findings that reveal that 97% of buyers will do. Join us as we explore the implications of these actions to close more deals.
Timestamps:
[00:01:14] Study shows buyers' tactics fall into two categories.
[00:05:24] Jumping to commercial terms, missing customer needs.
[00:09:12] Buyers often unprepared, lying about alternatives.
[00:10:43] Buyers frustrated with single source reliance.
See a Solution Overview and how we help teams close strong.
