Do As I Do

If you want to gain velocity in your negotiations, you need to practice “do as I do,” not “do as I say.”?

Let me explain.?

A few years ago, a vice president of sales called me and asked to keynote his opening sales kickoff meeting. We discussed what I would cover, and when he asked for my price, he also requested a discount.??

I said, “Well, that's an interesting question, thank you for asking. However, if you're asking me to come and teach your team how to sell value, how can I justify that if I can't even stand by the value of my own services?”

He looked at me and said, “Come on, it's just between us.”

That’s when he disqualified himself.?

You see, I don’t want clients who bring me in as the voice of the month and then ignore the message later. They don’t have to follow everything I say, but at the end of the day, I have to believe that management will act on what’s been shared, creating results for their team.?

He wasn't my ideal client, and because he disqualified?himself, I gained velocity by not wasting time on someone who wasn't aligned with my approach.

?So, when you're negotiating, are you living your value proposition, or just talking about it? If you're not acting on the value you’re promoting, you're stripping velocity from your results.?

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