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    Product Description

    Salespeople are often taught to provide a reason when they ask a customer for something – to agree to a meeting, to provide a referral, or to buy a product. That advice is rooted in a well-known research which found that people are more likely to agree to a request if it’s accompanied by a reason. But a deeper dive into the study results tells another story. In this Quick Take you will learn why this widely cited study about negotiations is often misunderstood – and how it can lead salespeople astray, when it makes sense to offer an explanation or justification to a request – and when it doesn’t, and the best thing to say after you put your initial offer on the table.

    This product includes

    This product includes a Micro-Training Video, Quiz, Discussion Guide, & Summary Sheet
    Micro-Training Video

    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.