Good in a Room

competition. When you know how your competitors structure their presentations, you can design yours differently to highlight your uniqueness.

Negotiate Before Anything Is at Stake

10. When you say no, don’t use upturn phrasing. This is where

1. What do I want? 2. What do they want? 3. What do they expect?

• Using a weak opening move. “This is a story, based on my life, that covers loss, sadness, anger, and isolation.” Okay, great. But what’s the idea? Whom is it for? What’s the hook? If you can’t start your pitch with a great first sentence, the buyer isn’t listening to the second

of whether or not you build rapport and learn. Thus, return to Stage 3, Information Gathering. Gently inquire as to why the buyer doesn’t want to move forward. Try saying something like: • Could you explain your thinking on this? • What would work for you? • What’s not working for you?

5. Provide context without being patronizing. Anything that is

problem may be your expectations. Creating a pattern of success is all about defining success in a useful way. This means

• “How long have you been working on it?” • “Where are you in the process?” • “What else can you tell me?” • “What else do you have?” • “How much would this cost?” • “Why you and not a competitor?” • “Why now and not later?” • “Why shouldn’t I do this?”