Do this by asking questions like: Related to our discussion on [shared goal], what do I still need to improve on here? When was the last time you were asked for an update about my work but didn’t have the information you needed from me at the ready?

The two steps to successfully managing up are: Create internal allies who hold influence and will advocate for you. Enable these allies with a compelling narrative about your performance.

Here are the three parts of an MVS: Goal: a single, shared objective between you and a buyer. Necessary context: reduce asymmetries that can lead to unproductive responses. Call to reply: a signal for your counterpart to continue in a specific direction.

Try to discern where your buyer is coming from by asking a question like: “For my context before we get rolling, I’m curious what your impression of [Company] is?”

Sharing, “The reason I ask…” can signal positive intent. Which is key when challenging prospects, making a controversial statement, or asking an intimate question. Similarly, disclaimers like, “I’m a little nervous to ask this, but I think it would help,” or “Would you mind if I ask, then you can decide if you’re comfortable discussing?” can drop

The doubled denominator. We said in the buyer’s emotional journey chapter that negative experiences are sticky. We hold on to them longer, and they’re stronger influences on our beliefs and decisions. For simplicity’s sake, we double the denominator. Which tells you that withdrawals will erase trust twice as fast as deposits will build it back up.

For better or worse, your interactions are open to interpretation. People interpret motive, intention, and emotion from their experiences. This can either help or hinder the trust you’re building. Interpretations are rarely neutral. Instead, they fall into one of two categories: Deposits. Positive interactions that increase a buyer’s level of

One more way to help buyers move toward their vision is to make a first-time decision look like a repeat choice. When you can show congruity between a decision you’re asking them to make today and the decisions they’ve already made in the past, you’ll decrease their resistance to change.

Contrasting current versus future process is a measure of change. A “modern workflow” isn’t the bold vision your buyers are after. Contrasting current versus future outcomes is a measure of value. This is the future life you’re helping buyers step into.