vonGammCom Global Big Deal Services
Political, Rational and Emotional Elements in a Deal
Did you know that a perfume has three core elements: the head-note, the heart-note and the foot note. A good deal has three main elements in order to be bought – the political, rational and the emotional part.
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We often see companies fail at one of those elements: the political play – Why choose this company? -, the rational play – What’s essentially in the deal? – or the emotional play – Do the teams like each other, can they trust each other? – . At vonGammCom Global and Cybertrue Capital Partners we make sure that all of those elements are considered at the right time:
- Political: Do you have the right boardroom focus? Does your client decision making board know you as a company? Is it “politcally correct” to buy from you? And if so, is it an appropriate decision to look into? How can you improve?
- Rational: Look into the deal contents and the deal essentials. What is core, what is non-core of the deal, and what are the associated costs? Even here, many sales teams don‘t know their own essence of the total product and service package. As a result, they are unable to sell or sell under their capabilities.
- Emotional: Are you liked as individual and as personalities? Do you like the deal counterparty as persons? Can you transport excitement, “love and affection” to purchase decision? Is your client aspiring to want to have you and your product/service package? Would your client defend you even if things go tough, just because he has an emotional bound being established with you?
Using our vonGammCom Global Big Deal Services, we make sure that those three elements – political, rational and emotional – are well balanced and in synch to each other.
They symbolize the three key notes of a perfume – the heart note (emotional), the head note (rational) and the foot note (political).
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1. Warum hat verhandeln so einen schlechten Ruf in Deutschland? 2. Was sind die drei Grundsätze der Verhandlung? 3. Warum lassen sich viele über die Beziehungsebene “einlullen”? 4. Über persönliche Beleidigungen in einer Verhandlung 5. Warum Donald Trump ein exzellenter Verhandler ist 6. Über die Wichtigkeit der Fragen im Verhandlungsprozess 7. Viele persönliche Beispiele aus den Big Deals von Dr. von Gamm