@dzigbordikwakudosoo: This client of mine had the strongest proposal on the table. And when I say “strongest,” I mean, they had it all: Their pricing was more competitive. Their methodology was tighter. They had a team with experience that ran deeper than anyone else in the room. But still lost the contract. Afterwards, no one could explain why. When we went back through the conversation, the turning point was small. Almost invisible. It came down to a single word. The client raised a concern. The negotiator replied, “Actually…” Not aggressively. Not disrespectfully. Just a slight edge in tone that carried an unintended message: “you are mistaken, and I ‘m about to correct you.” The client felt it. People always do. The energy in the room tightened. The conversation shifted from collaboration to quiet resistance. From that moment on, it did not matter how strong the arguments were. The trust had taken a hit, and everything that followed landed differently. This is where many teams get it wrong. You assume decisions are driven by logic, by pricing, by technical strength. Those things matter, but they are not what closes the deal. People buy from people they feel safe with. People feel heard by. People they trust. And trust is fragile. It is not only built over time. It can be weakened in a sentence. The practical lesson here is simple, but it requires discipline. When a client raises a concern, resist the instinct to correct. Even if you are right. Especially if you are right. Create space first. Instead of saying, “Actually…” Try, “That’s helpful. Tell me more about what’s behind that concern.” Now you are not opposing them. You are inviting them in. That one shift does a few important things. It lowers defensiveness. It signals respect. It gives you more information to work with. And most importantly, it keeps trust intact while you navigate the objection. Great commercial leadership is not about winning arguments. It is about managing moments like this with intention. Because deals are rarely lost on the big things. They are lost in the small, human ones that most people overlook.

Dzigbordi

Open In TikTok:

Region: GH

Wednesday 06 May 2026 11:29:05 GMT