The Win Without Pitching Manifesto
Negotiation
Replace presentations with genuine conversations
from The Win Without Pitching Manifesto by Blair Enns
How to Apply This
- Establish clear collaboration guidelines between you and your client(s).
Clearly outline the parameters of your working relationship with clients. Establish boundaries that welcome their ideas while maintaining control. For example, we might prioritize strategy discussions, refer back to agreed-upon strategies, and limit creative options for higher-quality work. - Prioritize meaningful dialogue over presentations in the sales process.
Shifting focus from presentations to conversations requires a change in mindset. Instead of just persuading, aim for genuine discussions to assess mutual fit. How can you engage clients effectively beyond presentations? What questions can help you understand their needs? By emphasizing dialogue, you build trust and decrease resistance, which leads to more authentic interactions.
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