Equal Sign Connections Engender Trust and Cooperation

The Sales Warrior Within | Season 2 Episode 53 - Equal Sign Connections Engender Trust and Cooperation

Shownotes & Comments

• In this episode, Andy uses the example of the negotiated outcome of the US debt ceiling as an illustration of a cooperative "Yes, If" Negotiation.
  
  
  
• Strong connections are needed to facilitate a cooperative negotiation. Strong relationships between customers and salespeople rely on trust. The best way to build trust is to form what Andy calls Equal Sign Connections.
  
  
  
• Equal Sign Connections accelerate trust building by signaling shared values between customers and salespeople.
  
  
  
• Strong salespeople focus on building equal sign connections early and often in new relationships with customers.
  
  
  
• Later, when negotiators meet to resolve challenges in a negotiation, they rely on trust and Equal Sign Connections to create win-win cooperative outcomes.

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