Dr. Jean, The Results Queen® breaks down the psychology behind the three-bid process and explains why the first person a buyer speaks with may actually be the strongest candidate, yet still lose the business.

Being the first person a prospect talks to sounds like an advantage.

But what if going first actually makes it harder to win the business?

According to Dr. Jean, the first conversation often educates the buyer. The second helps confirm what they've learned. By the third conversation, the buyer finally feels ready to make a decision.

And that's where Caveman Brain® can influence the outcome.

Dr. Jean's solution is simple: get yourself into the fourth spot.

If you're competing for the business, ask the prospect how their decision will be made. If they're speaking with other candidates, ask for another conversation after they've completed those meetings.

That final conversation gives the prospect an opportunity to bring back new questions, compare what they've learned, and reconsider the person they originally believed was the strongest candidate.

And if you're the buyer? Give that first candidate another opportunity before making your final decision.

The next time a prospect tells you they're talking with other providers, don't simply wait for their decision.

Ask: "Would it be okay if we had another conversation after you've spoken with everyone else so I can answer any additional questions that come up?"

That one question may give you the fourth spot and another opportunity to win the business.

Contact Dr. Jean here:

Website: www.gettingresultswithdrjean.com

Email: jean@cavemanbrain.com