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UID:2097
DTSTAMP:20260412T211300Z
ORGANIZER;CN=Emblaze Events:MAILTO:info@emblazegrowth.com
DTSTART:20241016T160000Z
DTEND:20241016T170000Z
SUMMARY:Research Unwrapped: How to “De-Escalate” Your Buyer’s Commitment and Increase Your Odds of a Deal
LOCATION:Please register for login details...
DESCRIPTION:Too many sellers are still applying 20-to-30-year-old discovery approaches with savvy buyers who are nothing like buyers from the '90s and early aughts.\nThat means, if you’re not getting the sales outcomes you want, it’s time to take a closer look at your discovery.\nModern buyers live in a behavioral bias state referred to as “Escalation of Commitment.” They’ve invested so much time and effort into research to determine their problem and potential solutions, they don't want to go backward and play your stage 0 discovery game.\nSometimes, they’re even committed to a course of action that is doomed to fail—because they’ve misdiagnosed their problem.\nWhen prospects are so far down their journey, getting them to back up can feel almost impossible.\nBut new Emblaze research shows how sellers can effectively “de-escalate commitment” in a way that creates 2x better opportunity to be included in the buyer’s decision and a 2x greater impact on their decision process.\nJoin Tim Riesterer, Chief Research Officer at Emblaze, and Dr. Leff Bonney, Co-Founder and Research Director at Florida State University Sales Institute and Research Director at Emblaze, for Research Unwrapped. You'll learn the psychology behind Escalation of Commitment and, crucially, how sellers can help de-escalate it when needed. You'll gain practical strategies to give your sales team an edge in these challenging deals.\nIn this webinar, you’ll get evidence-based discovery techniques to engage productively with already committed buyers, including how to:\n\nSuss out an already committed buyer with one telltale sign\nIncrease your odds of getting into the deal by ditching traditional discovery\nGet your buyer to rethink their approach and invite your input\n
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