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PLAIN TALK BUSINESS
Make the first offer bold, but not so bold it angers buyers
A review of 90 negotiation studies found that a high first offer pulls the final price up. It also causes more failed deals and angry buyers.
Oct 103 min read
Add clear commission steps, and your team will chase them
A study of 103 retail stores found that small steps in team commission rates worked as shared goals. Sales went up by 41% on days when a step was within reach.
Oct 103 min read
Show your reps a model price when they quote
A field test at a US metals seller gave sales reps price advice from a model of their own past prices. Profit on those quotes went up by 11%.
Oct 103 min read
Give AI copilots to your newest reps first, and be careful with your stars
A 5,940-agent Alibaba experiment found AI lifted the weakest performers sharply and made the best ones worse. What that means for your rollout.
Oct 83 min read
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