In this episode, Brian Dietmeyer talks with Carrie Welles, Vice President and Partner at Think Inc., about the strategic use of Multiple Solution Options (MSOs) in negotiations. They explore how presenting multiple tailored solutions can empower sellers, maintain control during negotiations, and meet diverse stakeholder needs effectively. This insightful discussion is packed with practical tips and real-world examples, making it a must-listen for anyone looking to enhance their negotiation strategies and achieve better outcomes in complex sales environments.
Timestamps:
00:23 - Introduction to the topic of buyer tactics and negotiation predictability.
01:06 - Discussion on the third critical question in negotiation preparation.
01:34 - Exploring the concept of Multiple Solution Options (MSOs) and their benefits.
05:21 - How MSOs address the needs of various stakeholders within a buyer's organization.
09:41 - Building and structuring effective MSOs.
14:34 - Potential risks and pitfalls of presenting multiple options in negotiations.
18:11 - Final thoughts on the strategic advantages of using MSOs and a success story.
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