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Japanese Samurai warriors were taught to “die before going into battle.” Learning to accept death as a plausible outcome of a battle, a warrior was able to fully give himself to the battle. If he was dead already, what could there be to fear? It gave a Samurai warrior freedom to give his all and often was the defining factor leading to victory.
Earlier this week, my client, Rena, was about to submit and explain a consulting proposal larger than any she had previously presented. It was a fair proposal for the amount of work involved, but she was nervous and second-guessing herself. What if they rejected this proposal, but would have accepted a smaller proposal? What if they think I’m too small to handle a project of this size? What if…?
“Die before you go into battle,” was the advice I startled her with. And of course, she asked me what I meant.
“They are going to turn you down,” I told her, “and when they do, what will happen?”
Rena thought about it for several seconds and then answered, “Well, nothing, really. I need the money, so I guess I just was hoping for it so much I blew it all out of proportion.”
In his book, Start With “No,” Jim Camp tells negotiators that “no” can be the best answer you can get when you make a proposal. One reason is that it’s more definite than a “maybe” and—in many instances—than even a “yes.”
When you give up your fear of getting a “no” because it’s a plausible outcome of a proposal, and you get ready to make the next proposal, your need to close on a new client gets removed from the discussion.
When you want the client because you have what he or she needs, not because you need the business, you have a better chance of acquiring the client.
I can help you get your need out of your conversations, but only if you have the courage to contact me. In the meantime, keep REACHING…