Chapter 14: Stalled Deals and Next Steps

Question 1

How should you never ever leave a meeting?

Answer 1

Without setting and committing to a firm next step!!!

Question 2

Blz. 121

Answer 2

Develop a habitual call / meeting routine!

Question 3

How do I get past the Next-Step Brush-Off?

Answer 3

Ledge > Disrupt > Ask

Ledge: the purpose of the ledge is to give your logical brain a millisecond that it needs to catch up and get control of the disruptive emotion caused by the stakeholder rejecting your next step request.

• That’s exactly why I asked
• That makes sense
• Many of my clients felt the same way before
• That’s fantastic
• How so?
• Many of my competitors are happy to do that without a complete understanding of your unique situation

Disrupt: to turn around your stakeholder’s reflex response or brush-off I need to deliver a statement that disrupts this expectation, takes away the fight, and pulls them toward me.

I’m busy
Response: “I figured you would be. That’s why I want to find a convenient time on your schedule to meet next week”

Just e-mail a proposal
Response: “Many of my competitors are happy to do that without a complete understanding of your unique situation”

Ask: always ask for the next step commitment

Question 4

How does disrupting with the Take-Away Technique work?

Answer 4

The take-away is non-complementary behavior. Instead of responding in kind to their brush-off, you pull back, snapping them out their pattern.

“Based on everything you told me, it sounds like you and your team are doing a good job recruiting new candidates. It doesn’t sound like there is much we can help you with.”

Non-complementary
https://dictionary.cambridge.org/dictionary/english/non-complementary

Question 5

Perceived scarcity effect?

Answer 5

The easiest way to make someone want something is to make it scarce. People want what they can’t have.