Communication can make you... or break you...

I was called upon to coach one of my big clients in negotiating skills... for a deal they had been working on for a few months...

We sat down and started to look at the facts... and how far they'd already got into the business at hand...

All along I was reengineering their work and approach to ensure they got where they wanted in the best possible manner for both parties... and they went on to elaborate on everything stretching to their offer and future plans for the clients...

Everything was going well until after a few hours we rounded up everything and were putting the finishing touch when the fatal question came up... what for ?

That was that awful moment when they realized the 14 m €uro deal they thought they were ready to clench... was falling through in one fell swoop... as they had overlooked the main original question... their client didn't need the service they were trying to sell them !

They promised next time they'd call me first... and that should save them a lot of time and money...

If you think it's expensive to hire a professional...

Jesse CRAIGNOU

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