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How to Use “Most Likely Alternatives” to Improve Sales Execution
Your customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs as you move your deal forward. Today, Force Management’s resident negotiation expert Tim Caito discusses:
Here are some additional resources:
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
- The “balance of consequences” and the traps sellers fall into.
- How MLAs help support your anchor strategy in your sales negotiations.
- The importance of distinguishing the customer’s MLAs from the seller’s MLAs.
- How to use MLAs to influence the customer’s view of their Positive Business Outcomes, Decision Criteria and required capabilities.
Here are some additional resources:
- Get MEDDICC Certified on Ascender!
- https://rb.gy/jbilm1
- Negotiation Mindset | Ascender Course
- https://rb.gy/0phz28
- Anchors and Give-Gets | Podcast
- https://rb.gy/jydio9
- The Right Mindset for Sales Negotiations | Podcast
- https://rb.gy/7aysit
- Shifting the Negotiation Away From Price | Podcast
- https://rb.gy/i8qtvl
- Negotiating Value – Presenting Multiple Options | Podcast
- https://rb.gy/66bosc
- Preserving Margin When Budgets are Tight | Force Management Article
- https://rb.gy/neehic
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
View all episodes
By Force Management
4.8
8080 ratings
Your customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs as you move your deal forward. Today, Force Management’s resident negotiation expert Tim Caito discusses:
Here are some additional resources:
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
- The “balance of consequences” and the traps sellers fall into.
- How MLAs help support your anchor strategy in your sales negotiations.
- The importance of distinguishing the customer’s MLAs from the seller’s MLAs.
- How to use MLAs to influence the customer’s view of their Positive Business Outcomes, Decision Criteria and required capabilities.
Here are some additional resources:
- Get MEDDICC Certified on Ascender!
- https://rb.gy/jbilm1
- Negotiation Mindset | Ascender Course
- https://rb.gy/0phz28
- Anchors and Give-Gets | Podcast
- https://rb.gy/jydio9
- The Right Mindset for Sales Negotiations | Podcast
- https://rb.gy/7aysit
- Shifting the Negotiation Away From Price | Podcast
- https://rb.gy/i8qtvl
- Negotiating Value – Presenting Multiple Options | Podcast
- https://rb.gy/66bosc
- Preserving Margin When Budgets are Tight | Force Management Article
- https://rb.gy/neehic
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
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