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Model Building - Annie Duke & Sahil

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Every prospect makes decisions differently. It's the salesperson's job to figure out how they make their decision so they can best influence it.


@sahil asks Annie how to figure out what factors go into a prospect's decision without being obvious and obtuse and Annie responds by breaking down Model Building, a strategy used in poker to analyze and predict your opponent's moves.


Do you think this is a useful strategy in the sales cycle and negotiation process? Have you tried this before? Will you try it now? Leave comments and #embracedebate in the thread below 👇

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Interesting! 

"the most interesting stuff happens when you're not playing", 
It's not about you, it's about them
My hand matters very little, it's about how accurate my model is of others.

In my limited experience, this is so true. In my previous role as a sales estimator, I got the chance to shadow the best sales person on the team. He had one flaw, which was he made it about himself too often. I saw from sitting there, not being actively involved, how many clients were put off by it but he was a bit blind to it.

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