You’ve got numbers to make and the deadline is fast approaching.
Pressure builds and what started as a desire for outcomes starts to become a hint of desperation. You start to push and tell, you start to become needy and, well, desperate. Your client can sense it – and they pull right back. In a blink of an eye you’ve lost them.
So what can you do here?
Be understated. If they are enthusiastic, be enthusiastic, but slightly less so. Breathe, slow down and ease off. We do this, because of one key truth:
The less need we have, the more power we have. (And so, the more need we have, less power we have.)