The Desert of Arizona
Sunrise 61 Degrees
In just about any negotiation, he who “needs it least” usually has the power.
If you really don’t care about which way the negotiation goes, and you’re only prepared to move forward under certain circumstances, that’s a pretty serious position of strength.
But that power doesn’t come from your attitude. It doesn’t come from your negotiation ability. And it has nothing to do with your self-image.
All of this power simply comes from your willingness to walk away with nothing. By willing to walk away with nothing, you get everything.
It’s hard to remember this when you’re speaking with a prospective client. Especially if you want them to be a client.
But it’s key to develop the ability to feel this “I don’t need you” feeling. You want to help them, but you don’t need to help them.
And that’s why becoming a master of client attraction is worth the effort. Because when you earn this status, this is exactly how you feel most of the time.
The way you get that feeling isn’t to work on your confidence or your attitude or some NLP hypnotic marketing mumbo jumbo.
The way you do it is to engineer a system that puts you in a position where you CAN walk away.
No marketing tricks here, you’re simply using the law of supply and demand.
A Platform certainly helps. Because that helps you create the situation where you always know where the next prospect is coming from.
You need no particular client to close, any one will do.
Does a “train” EVER care which passengers get on? It doesn’t. Does the train EVER have an attitude about it? Nope. A train exudes a quiet power. It just knows that there will always be more passengers waiting on the Platform.