From the course: Sales Negotiation
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Why uncertainty is your ally
From the course: Sales Negotiation
Why uncertainty is your ally
- How comfortable are you with uncertainty? Most people don't like it, especially salespeople. Salespeople want to know where an interaction is going, because you see, uncertainty about the future can trigger your brain to go on high alert for a threat. When your brain thinks something is dangerous, and uncertainty feels dangerous, it limits your ability to focus on problem solving or long-term thinking. Certainty feels stable and it feels secure, and human beings are hardwired for certainty. It releases dopamine in our brain, it makes us feel safe and happy, and so, it's really hard for salespeople to deal with uncertainty, because you get paid on the close, not the possible close, but trying to get a quick win often derails a successful negotiation. So let's start out by defining uncertainty. It doesn't mean unbalanced, and it's not due to lack of planning, uncertainty is simply not knowing exactly how a situation…
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