One of my participants recently asked me:
One of the challenges I’m having is in the area of closing in business… how does (present) a context that is comfortable and not overly aggressive (but that still gets the deal done)?
And it is a challenge for many people. What do you think?
You might try putting yourself in their shoes. Deeply connect with everything you can about them – their mannerisms, their attitudes, their style of thinking, even their posture as they are distorting your proposal. Then step back and ask yourself, “If I was , what would have to happen in order for me to ?”
There are likely to be emotional and rational issues to consider; Reasons to act and reasons not to act. This could help you better frame your proposal, respond to their concerns and position yourself regarding the key issues.