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THE question to ask to un-stall a deal

Updated: Aug 7, 2023

If you're currently facing a stalled deal as the seller, consider asking yourself the following question first:

"How does this offer align with the buying party's rational and emotional needs beyond just financial considerations?"

Neuroscience has shown that decision-making is influenced by a complex interplay of rational and emotional factors. When approaching a stalled deal, it's important to recognize that the human brain seeks solutions that satisfy both logical and emotional requirements.

If you're struggling to provide concrete reasons that demonstrate how proceeding with you and your solution can fulfill a substantial portion of the other party's emotional and rational needs, it's likely that the deal will continue to stay stalled. Brain science tells us that a healthy dose of heightened emotional engagement plays a significant role in generating attention and preference. Individuals are more inclined to engage when the seller can show that he/she not only understands but also aligns with the buyers' core values, desires, and goals.

Moreover, highlighting how the proposed partnership honors the prospect's emotional needs can generate a sense of trust and "in-group" sentiments, prompting the client to select you over other possible pathways, including doing nothing.

The BrainSells System™ recognizes the significance of cognitive and behavioral factors in interpersonal interactions and thus recommends that the seller focus on articulating and demonstrating how the proposed partnership will be mutually beneficial.


Therefore, your answer to the question of "How does this offer align with the buying party's rational and emotional needs beyond just financial considerations?" will help align your proposal with the other party's cognitive and emotional needs and emphasize the potential for a meaningful partnership. Give this a go and let us know how it worked for you.

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