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 February. It’d be a great way to ensure 2020 is YOUR year, learning how to build your thriving practice, right? 

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