He Bit His Apple

There's a sign you've already lost the sale.

Even before you open your mouth.

You know how it goes.

"Have a seat. Mr. So-and-so is busy."

"We're still reviewing it. We'll let you know."

Has that happened to you?

It has to me.

More than I'd like to admit.

I lowered myself.

I subordinated myself.

I begged.

And the result was never good.

Because when you try to sell from a position of inferiority, you're already losing.

Oren Klaff understood this very well. Author and guy used to negotiating with people who feel they own the room.

The kind who make you wait.

Who look at you over their desk.

And tell you:

"You have five minutes. What have you got?"

Once, he was in front of one of those tycoons.

While Oren prepared to speak, the man was eating an apple.

Without offering him any.

As if to say: I'm in charge here.

Then Oren did something very strange.

He extended his hand.

Took the apple from the desk.

And took a bite.

In a second, he made it clear he wasn't going to sell from below.

That they were both equals.

He walked out with a sale made and his dignity intact.

Selling doesn't mean accepting humiliation.

And when you subordinate yourself, you've already lost.

If you want to delve deeper into this idea, here's this video: Podcast with Poncho Vera

With love,

Carlos

Serving is the way.

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