The Business Warrior Within

Equal Sign Connections Engender Trust and Cooperation

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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.


    • Connect with Andy at AndyOlen.com

    Get in touch with [email protected]. Andy enjoys engaging with the Sales Warrior Community.

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    The Business Warrior WithinBy Andy Olen
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