A light bulb moment

I love a light-bulb moment in my workshops...

This week I was teaching The Four Conversations (Win Without Pitching) to a group of lawyers.

One of the team made a brilliant point. She talked about her company's vendor behaviour. How they bend too easily in pricing negotiations, too quick to offer discounts and drop their price.

Then she said something that got my attention.

"These same clients are expecting us to go in and fight for them and negotiate hard on their behalf. What does it say about us when we fold so easily in our own pricing conversations?" 😎

The sale is the sample of the engagement to follow.

How you behave in the sales process is a demonstration to the client of how you'll act when you work together and how they'll likely treat you in that engagement.

**** Legal Disclaimer: My Cousin Vinny in no way represents the type of client I was working with 😀.