A no-nonsense CEO from Florida called me this afternoon. He told me I was recommended to him by a client of mine. He was very straight and corporate and I immediately went to work on relaxing him and loosening him up. He was a tough nut to crack. An excerpt from our conversation: HIM: Lets start with the money part. ME: Nah, lets start with the value part. HIM: What do you mean? How do I know I can afford you? ME: Moneys rarely a deal-killer in my world. Our mutual friend wouldnt have referred you to me if he thought it was a bad fit. If I told you the investment in my services is a dollar or if I told you its a million dollars, you have no context of the value Im going to deliver to your organization. So lets discuss your current situation and exactly what your desired outcome is. And if I feel that I can deliver massive value to you well come to a mutually agreeable investment. You may initially think that youre making a significant investment, but youll quickly start to feel like youre taking advantage of me. Would that be acceptable? HIM: Well, yes. You dont talk like most people. ME: You havent seen anything yet.... I see so many Speakers, Trainers, Coaches and Consultants who get all nervous and feel like they have to say just the right thing in their business conversations. Just speak from your heart. Let it flow. You dont script your love life, do you? Get in the heat of the moment and have some fun. Relax. ツ
Posted on: Mon, 22 Dec 2014 21:31:59 +0000
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