Sometimes you have to sweeten the deal to get buyers to say yes. But research shows that concessions are complicated. In this Quick Take, you will learn why buyers are likely to dismiss concessions, even when they’re made in good faith and come at considerable cost to the seller, why concessions can undermine a buyer’s trust in sellers, and how to craft and present concessions in a way that will make them more likely to be taken in good faith and reciprocated.
This product includes
Learn a single behavior-changing insight in just 5- to 7-minutes.Quiz (& Quiz Answer Guide)
Prove that the learner(s) understand the concept and increase knowledge retention.Discussion Guide
Facilitate a discussion, connecting the concept to your unique challenges.Summary Sheet
Revisit the concept as follow-up or in the moment-of-need.
How do you use this?To kick start Micro-Meetings
Micro-training makes it easy for managers to facilitate meetings where teams develop shared vocabulary and benefit from peer learning.To kick start one-on-one coaching
Micro-training is extremely tactical and it’s a great tool to help managers frame very specific, skill-based coaching interactions.As self-directed learning
Micro-videos are a solution to a specific skill challenge. For example: “How to handle an employee who has a bad attitude,” or “How to handle a price objection.” You have a question. You find the right micro-video. You watch it on your own. You deploy the skill on the job.