|
Whenever you’re in a (sales) conversation and there’s something you find not making sense, or doubtful, seems to you like a red flag, or your gut tells you “hold on, check that“, you need to say what you think. Frame. Make the question. And embrace silence. … This will give you a chance to check your gut feeling, probe your counterparty, and see how far or close you are on your reading of the context. This will give you an advantage: to make a more conscious decision to move forward, or to walk away. And that’s your power. Say What You Think is a principle from Blair Enns, of Win Without Pitching. You can read his article here, or his 30 min podcast episode here. |