How to Use “Most Likely Alternatives” to Improve Sales Execution

Episode • Dec 5, 2023 • 24m

Your customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs as you move your deal forward. Today, Force Management’s resident negotiation expert Tim Caito discusses:

The “balance of consequences” and the traps sellers fall into.
How MLAs help support your anchor strategy in your sales negotiations.
The importance of distinguishing the customer’s MLAs from the seller’s MLAs.
How to use MLAs to influence the customer’s view of their Positive Business Outcomes, Decision Criteria and required capabilities.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
- https://rb.gy/jbilm1
Negotiation Mindset | Ascender Course
- https://rb.gy/0phz28
Anchors and Give-Gets | Podcast
- https://rb.gy/jydio9
The Right Mindset for Sales Negotiations | Podcast
- https://rb.gy/7aysit
Shifting the Negotiation Away From Price | Podcast
- https://rb.gy/i8qtvl
Negotiating Value – Presenting Multiple Options | Podcast
- https://rb.gy/66bosc
Preserving Margin When Budgets are Tight | Force Management Article
- https://rb.gy/neehic

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