The Four Rules of Engagement are always working, whether for us or against us, any time one or more people are engaged. (I say one because we are always negotiating with ourselves…).
I recently spent time unpacking the 2nd Rule, Everyone's Greatest Desire is to be Right, with Glen McCandless of SellingtoSchools.com. You can read the article on the website, and listen to the accompanying podcast below.
Find some useful tips, including things to avoid, when honoring your prospect's desire to be right. Hint: it doesn't mean flattering them, or even agreeing with them, to close the deal.