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Confidence to Ask for Something

 

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by Mary-Rose Hoja in EPE, Sales

Today we’re going to talk about confidence in high-level prospect meetings when you are going to ask for something. For example, if you’re going to be asking for the sale, asking to meet the decision-maker, asking someone when they’re going to be talking to the decision-maker, or when you’re going to be asking for commitment. 

So whether or not your prospect is chasing you, you first of all need to be cool and stand your ground. Stand tall, knowing that everyone has their own agenda. 

You need to have a psychological approach for yourself and for what you want, and then also apply that approach for your prospect. 

Prefer a video version of this post? We’ve got you covered:

I have four tips here for you on how to do this:

  1. Write out some opening phrases and let them sit. When you’re giving your phrases, end them with a hard kind of consonant sound like “yes”. Do not be fluffy, as you need to be serious before the sale. You can balloons and pom-poms after the sale. 

2. Take the lead. If you do not take the lead, they will. Everyone has their own agenda. 

3. Come very, very prepared, as this allows you to be agile. We’re humans, not robots. You  don’t know what’s going to come up in the conversation. Maybe you’re preparing yourself to go into battle, but you’ve mistaken what’s actually going on and it’s actually going to be a very amicable discussion. If you’re not prepared, then you cannot be agile. 

This is why I love processes and scripts. It keeps you moving and following procedure rather than getting caught up in a moment. When you have practiced being impassive like a lighthouse, you can remove the emotion from this. 

You must be prepared to walk away. If you chase, they will be repelled. If you back off they will come to you. You have to use phrases like, “Well, if you’re not committed to selling the company this year…” or  “Well, if you’re not committed to a successful integration…” It’s all psychology. Do not behave in a way that is not strategic.

4. Sit in a position of power when you’re in the room. Choose a seat with your back against a wall, or sit with your back against a window so they cannot see your eyes as well. Sit so a kind of shadow masks your face, particularly, for example, if you become flushed when you’re stressed. Think about interrogations in movies. The interrogator always has a flashlight. And they are in the dark, you can’t see their face. 

Sit so you can see the door, especially if there are several in the room. You want to quickly see who is the boss and who is the leader. 

Sit powerfully. Use whole hand-pointing.  Hold a tablet or notepad at an angle so they cannot see your notes. 

I would love to hear your number one tip for being bold and confident when you are going to ask for something from a high-level person. 

Have an excellent sales day!

 

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