Why you should always assume the sale

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Whether you’re talking to a prospective client, speaking to a jury, or negotiating any kind of deal, you should always assume that you will get what you want.

Assume that you’ll win the case or get the best deal. Assume that the prospect will sign up, and not just for your entry level offering but for your “full package”.

Always assume the best possible outcome because assuming the sale will help you close it.

Aren’t you setting yourself (and your client) for disappointment? I didn’t say you should tell the client what you expect. In fact, you should do just the opposite. Do your best to lower their expectations, so that (a) if you get what you want, you will exceed their expectations and made them very happy, and (b) if you don’t get what you want, they won’t think that you blew it.

Okay. But shouldn’t you also lower your expectations? Don’t you need to be realistic?

No.

Assume the sale. Assume great things will happen. Assume you will win. Because when you do, you’ll “act as if,” meaning you’ll act the way you would if you knew you would be successful, and that makes it more likely that you will be.

When you act as if you expect to win, you’ll have more confidence. You’ll say things that would be said by someone who expected to win. Your decisions, timing, and body language will be consistent with closing the deal.

Your believe in a successful outcome will help you create that outcome.

Your confidence will influence the parties with whom you are dealing. Even the most hardened negotiator or judge will perceive the spring in your step and the gleam in your eye, no matter how subtle those cues might be, and they can’t help but be affected by it.

Consider the alternative. Consider what a judge might think if you come into his courtroom with body language that bespeaks a lack of confidence in your argument.

Am I saying you should lie to yourself, tell yourself things are going to work out a certain way, even if the facts and logic tell you otherwise?

Yes, that’s exactly what I’m saying. Because assuming the sale helps you close it.

Don’t be reckless. You have to have contingency plans in place and be prepared to respond to other outcomes. But once you’ve done that, put on a happy face and go out and conquer the world.

Always assume your clients will give you more referrals. Here’s how to get them

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