Salespeople are often taught to provide a reason when they ask a customer for something – to agree to a meeting, to provide a referral, or to buy a product. That advice is rooted in well-known research. But a deeper dive into the study results tells another story.

In this Quick Take you will learn:

  • Why this widely cited study about negotiations is often misunderstood – and how it can lead salespeople astray
  • When it makes sense to offer an explanation or justification to a request – and when it doesn’t
  • And the best thing to say after you put your initial offer on the table.

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BTS Total Access

BTS Total Access, formerly Rapid Learning, provides online training and talent development tools for businesses, government agencies, nonprofits and educational institutions in the areas of sales, leadership and management.