Say It Loud and Proud, or Don’t Say It at All

Say it. Own it. Don’t flinch. Win big.

In business, hesitation is a flashing red sign of weakness. Whether you’re negotiating a deal, pitching to a client, or closing a sale, confidence isn’t optional - it’s the table stake that gets you in the game. If you flinch when stating your price, or worse, retreat from your position, you hand over control of the game. Opportunistic companies that thrive know one thing: the price you name is part of the story you tell, and telling it with conviction prevents your opponent from rewriting the ending. This paper outlines killer strategies (Advantage Plays?) to stay in command of your position, master your emotions, and win the pot.

1. Press to Test: High Limit Questions

The best negotiators aren’t on defense - they press to test. Once you state your price, don’t hold back; start asking High Limit Questions that reinforce its value. Ask, “What problem does this solve for you?” or “What would it cost you to do nothing?” Questions create pressure - forcing the other side to justify their pushback rather than making you defend your price. If you ask the right question, you’ll often uncover hidden information that allows you to hold your ground while they’re the ones scrambling to adjust.

2. Read the Deck: Predictive Logic

Every buyer or counterpart drops clues - they hesitate, change tone, or glance away when considering their next move. Predictive Logic teaches you to spot these signs and anticipate objections before they’re verbalized. If you sense resistance brewing, preempt it by addressing concerns proactively. For example, if you catch them focusing on cost, redirect the conversation to value by saying, “I understand you’re thinking about price, but let’s consider the upside of what this investment unlocks.” The ability to predict objections and neutralize them before they gain traction keeps you in the driver’s seat.

3. Eyes Everywhere: Situational Intelligence

Most people only listen to the words being spoken, but Advantage Players? pay attention to the room, body language, and hidden dynamics. Situational Intelligence requires you to scan for power plays - who’s really making the decision, where alliances lie, and when the mood shifts. Imagine negotiating with a prospect who seems hesitant until their CFO joins the room. If you’ve trained your eyes to notice when decision-makers enter or when influencers shift, you’ll know exactly when to press your position harder or when to pivot.

4. Beat the Bust: Emotion Mastery & Self-Awareness

Flinching, raising your voice, or rushing to fill a pause is how you lose control of a negotiation. This is poker face 101: your emotional reaction - or lack thereof - can either trigger their doubts or confirm their fears that you’re bluffing. Emotion Mastery means knowing when to stay silent. The power move? Name your price, then stop talking. Silence is a pressure tactic they won’t expect, and it forces them to react. The person who breaks the silence first often loses leverage.

5. Split or Stay: Calculated Risk Mastery

Sometimes the best Advantage Play? is knowing when not to move. Too many sellers panic and drop their price at the first sign of resistance. Calculated Risk Mastery teaches you that holding your position can yield a better outcome than offering concessions. If you believe the price reflects the value delivered, don’t offer discounts - offer enhanced terms, quicker delivery, or added value. For example, say, “The price stands, but I can prioritize your implementation within the next 30 days.”

6. Doubling Down: Maximizing Opportunities

When your counterpart starts bending, it’s time to maximize. Doubling Down isn’t about getting greedy; it’s about locking in long-term wins. Once they’ve agreed to the price, push for additional terms that benefit you. This could be securing exclusivity, extended contracts, or referrals. For example, close the deal, then say, “Since we’re aligned, would you be open to discussing adding more regions to this agreement?”

7. Fast 5: Action Steps to Protect Your Price

1. Anchor with Confidence: When stating your price, pause and deliver it firmly. No rushing. No soft tones.
2. Ask High Limit Questions: Force the buyer to defend their position instead of putting yourself on trial.
3. Scan for Objections: Read body language and tone for signs of discomfort. Neutralize them early.
4. Master Silence: Resist the urge to fill awkward gaps. Make silence your weapon.
5. Close Strong: Once you win the price, push for add-ons or expanded agreements.

Conclusion

In every sale, like in every negotiation, there’s a point where your confidence will be tested. Flinching signals defeat before the game is over. By applying these Advantage Plays?, you can hold your ground, maximize outcomes, and leave the table as the clear winner. You don’t get Winning Hands? by luck - you get them by mastering the game.

Move the Needle

Our Winning Hands? series exposes killer strategies - Advantage Plays? - that elite performers use to get ahead and stay ahead. Drawn from the worlds of card counting and Wall Street, these calculated moves leverage approaches such as predictive logic, situational intelligence, and the nerve to press when the odds are in our favor. Straight from the Advantage Player? Institute's Red Chip program where our members learn to harness controlled aggression, adaptability, sustained growth, risk management, and more. Are we right for one another? Find out by setting a time to speak with us: https://my.timetrade.com/book/FGJGQ