You can say: "That is completely fine. Thank you for being direct with me. Can we talk about what specifically didn't work for you?"
Do not sell your product features; sell the solution to their specific pain point. If you cannot clearly articulate the financial or operational pain they are experiencing, you do not have a deal. 13. Create an Explicit Agenda
To negotiate effectively, you must empty your mind of assumptions, expectations, and previous biases. This is called "blank slating." It allows you to listen actively and observe subtle cues that others miss. 6. Identify the Real Decision-Makers
The Power of Strategic Rejection: A Guide to Jim Camp's "Start with No"
Expect nothing. High expectations make you needy. Neediness destroys leverage.
What do you typically face with the other party? Share public link
: Negotiation involves a budget of time, energy, and money. Understand what you are spending before you commit.
With this information, I can map out a specific script using Jim Camp's framework tailored to your business. Share public link