In his masterwork “Thank You For Arguing”, author Jay Heinrichs gives us chapter and verse on the art of persuasion.
Something I learnt right away from the book is that a fight is a game with one winner, whereas in an argument, both sides can win if an agreement is reached.
It’s a small leap to say that most sales situations, if not exactly an argument, are a process of bringing two sides together to mutual benefit.
Short of reading the whole book, you can right away change the language around your personal sales:
- You didn’t WIN a sale, you reached agreement to work with your client
- You didn’t LOSE a sale, you just didn’t agree terms yet
That feels better already!
PS – I’d love to reach an agreement with you about joining my Client Attraction Blueprint in November. It’d be a great way to end the year, learning how to build your thriving practice, right?