How to Win a Deal
The best deals I ever won had exactly the same attributes as the best dates I've ever been on...
1) I speak a minority of the time
2) I REALLY listen
3) I ask questions
4) My questions get better & better as they become contextual based on what I've heard
5) A relaxed atmosphere where the other person lowers their defenses
6) Not scared to ask tough questions (delivered with tact)
7) Paying attention to body language & tone for subtext & reading between the lines
8) No negative pressure
9) Riding the wave, never against it
10) Being absolutely present
11) Having genuine interest, not feigned
12) No attachment to any outcome
At the end of numerous sales meetings I've often received feedback along the lines of...
"You're the first person who really seems to understand our world Scott."
And all because of the above.
As a kid my Dad once told me that to win over a girl you like, all you need to do is make them feel special, listen to and understood.
"But how do I do that Dad?"
"By making the entire conversation about them..."
Wise words.
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