Parrot high-level value propositions that lack clarity or differentiation

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Note: in a recent article, I discuss a similar principle of using identity-based questions to drive buyer commitment.



3. Abdication of Authority
One of the most important aspects of gambling data uae dealing with objections in any negotiation is understanding how much authority each side has to grant commitments or concessions. For example, when you call your cell phone company to ask for a discount, the customer service agent may only be able to give you a small one. On the flip side, their manager likely has much more latitude in that area. Organizations often assign decision-making authority based on a hierarchy or team structure. But sometimes, even those at the top of that structure prefer to go into a negotiation with little authority or abdicate it to other people or entities.