In partnership with

You’ve heard the hype. Now it’s time for results

After two years of siloed experiments, proofs of concept that fail to scale, and disappointing ROI, most enterprises are stuck. AI isn't transforming their organizations — it’s adding complexity, friction, and frustration.

But Writer customers are seeing a positive impact across their companies. Our end-to-end approach is delivering adoption and ROI at scale. Now, we’re applying that same platform and technology to bring agentic AI to the enterprise.

This isn’t just another hype train that doesn’t deliver. The AI you were promised is finally here — and it’s going to change the way enterprises operate.

See real agentic workflows in action, hear success stories from our beta testers, and learn how to align your IT and business teams.

Watch the product showcase now

🧠 Emotions Killing Your Deals? The Psychology Hack That Closes 73% More Sales! 🔑💼

Introduction

Hey Sales Savants, are you losing deals because you're fighting the wrong battle? This week's game-changing newsletter breaks down Chapter 2 of "Getting to Yes," revealing why separating people from problems transforms difficult negotiations into collaborative wins. When you learn to manage the human dynamics of selling separately from the business issues, you'll navigate emotional landmines that derail other salespeople while building lasting relationships that drive repeat business far beyond the initial deal.

Separate the People from the Problem - Sales Application Newsletter

Key Learnings

Chapter 2 of "Getting to Yes" introduces the critical principle of separating people from the problem, a concept that can dramatically improve sales outcomes. Fisher and Ury explain that negotiations are inherently emotional because they involve humans with complex feelings, egos, and perceptions that can cloud judgment and derail otherwise promising deals. For sales professionals, this insight offers a powerful framework for handling difficult prospects or tense negotiations without damaging relationships. By acknowledging and addressing relationship aspects separately from substantive issues, salespeople can navigate emotional obstacles while still focusing on creating value-based solutions. The chapter reveals that when emotions run high—whether from budget pressures, previous negative experiences, or organizational politics—skilled sales professionals manage these human dynamics proactively while keeping the conversation centered on solving the actual business problem at hand.

Top 5 Takeaways

1. Perception Matters: How your prospect perceives you, your company, and your offering often matters more than factual reality; actively work to understand and influence these perceptions.

2. Emotions Need Acknowledgment: Ignoring emotional undercurrents in sales conversations doesn't make them disappear—explicitly recognizing feelings creates psychological safety and clears the path for substantive discussion.

3. Communication Breakdowns Kill Deals: Miscommunication and misunderstanding are inevitable in complex sales; build verification mechanisms into your process to ensure aligned understanding.

4. Build the Relationship Independently: Invest time in relationship-building separately from problem-solving discussions to create a foundation of trust that can weather difficult negotiations.

5. Attack Problems, Not People: When facing objections or resistance, frame the conversation as you and your prospect jointly addressing the challenge, rather than defending against their criticism.

Daily Implementation

Start each sales interaction with deliberate relationship building that's separated from your solution discussion. Even five minutes of genuine connection before diving into business matters can establish the psychological safety needed for productive negotiation.

Create a pre-call ritual of acknowledging your own emotions and biases. Recognize when you're feeling defensive, impatient, or frustrated, and develop strategies to prevent these emotions from affecting your approach.

Practice active listening techniques that validate the prospect's perspective before responding. Use phrases like "I can see why that would be concerning" or "That's a legitimate consideration" to acknowledge their viewpoint before offering alternatives.

When facing objections, mentally reframe them as joint problem-solving opportunities rather than personal attacks. Replace defensive responses with collaborative language: "Let's figure out how we can address that concern together."

Develop a communication verification habit by regularly summarizing your understanding of the prospect's priorities and concerns: "Just to make sure I'm tracking correctly, your main concerns are X, Y, and Z. Is that accurate, or am I missing anything important?"