Скачать или смотреть De-escalate commission disputes fast with Dr. Jack Schafer's anger cycle tips

Former FBI Special Agent Dr. Jack Schafer (The Like Switch) recently joined us on our podcast to discuss how FBI-grade influence translates to being an agent of change as a sales compensation leader.

Here's his take on how to defuse commission disputes and rebuild trust fast by successfully running through the natural anger cycle:

Explain first: Give a clear process overview to the seller
Use empathic statements: mirror feelings/words — “You’re frustrated about the payout error.”
Let them vent: listen, mirror again; don’t argue while emotions are high.
Watch for the physical 'drop': shoulders relax, sigh = logic is back online.
Suggest a presumptive next step: “Let’s go line-by-line and fix this together.”

Use this when: reps perceive an error, tensions spike, trust is shaky.

#salescompensation #commissions #revops #salesops #behavioralscience #behaviouralpsychology