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

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




Visit Ascender, a platform designed solely for salespeople
who own a quota. If you enjoy the Audible-Ready Sales Podcast,
Ascender is perfect for you! We put out content every day with
insights to help you level up in your sales
career.

Check out the platform here:
https://my.ascender.co/Ascender/
Subscribe here:
https://my.ascender.co/Ascender/PlanComparison

Check out this and other episodes of the Audible-Ready Sales
Podcast on Apple Podcasts, Spotify, or our website.