- Open a discovery conversation with a question that surfaces real urgency — not "so, what's keeping you up at night?"
- Write a follow-up that gets a response when the other person has gone quiet.
- Handle "that's outside our budget" without caving or killing the conversation.
- Walk away from any meeting with clearer next steps — no more "I'll circle back on that."
Make your case
Practice how to open conversations, frame your ideas, and follow up in a way that moves things forward instead of getting ignored.
Have better conversations
Ask questions that uncover what people actually care about, handle pushback with confidence, and keep momentum on your side.
Get to yes
Get clear decisions and hold your ground in negotiations — without burning the relationship or giving away more than you need to.
💡 Today's Tip (Day 236)
A buyer asks for 10% off in exchange for signing Friday. The deadline sounds valuable, but only if the signer is authorized and every other term is settled. Test the trade before seeking approval: “If we approve [concession], will [signer] sign by [date], assuming no other commercial changes?” A concession should purchase a verified commitment, not a hopeful promise. This question surfaces hidden approvals or unresolved terms before you spend negotiating capital. 🎯 Try this today: Pick one requested concession, fill in the three blanks, and paste the sentence into your negotiation notes.
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