Persuasion Techniques for Tough Clients

One bad conversation can stall a deal.  (Let's fix that.) Here's the trap even the best can fall into: ✅ You said, “Can I get 15 minutes?” ❌ They heard, “You’re just a name on my calendar.” ✅ You said, “Here’s our pricing page.” ❌ They heard, “You’d better be ready to commit.” ✅ You said, “Do you have any questions?” ❌ They heard, “I’m done talking, it's your turn to buy.” In client development, tone is strategy. And the difference between pressure and partnership? Just a few words. Because the real challenge isn’t getting time  with a client. It’s making that time count. Here are 12 proven phrases to build trust  (without sounding like a sales rep): 1. “How have things been going with [X]?” → Feels personal, not transactional. 2. “What’s your thinking around [this topic] these days?” → Opens a door, not a pitch. 3. “What would success look like if everything went right?” → Focuses on their goals, not gaps. 4. “What’s one thing you’d love to improve in 90 days?” → Specific, hopeful, and actionable. 5. “What feels risky or fuzzy about this?” → Makes doubt safe to share. 6. “Want to sketch some options together?” → Co-creates instead of prescribes. 7. “Want me to mock up a few paths forward?” → Shows flexibility, not a fixed pitch. 8. “Want to hear how others tackled this?” → Adds value, zero pressure. 9. “What would need to shift to make this a priority?” → Respects their timeline, invites partnership. 10. “Would a custom version be more helpful?” → Tailors the next step to them. 11. “Great point, can we unpack that together?” → Builds trust through collaboration. 12. “What’s the best way I can support you right now?” → Puts their needs first, signals partnership. These phrases do more than sound better. They feel better. Because they reflect how great BD actually works: 👉 With empathy 👉 With curiosity 👉 With clients, not at them Try one this week. It could turn a stalled deal into a deep conversation. Which one will you lead with? 📌Follow Mo Bunnell for client-growth strategies  that don’t feel like selling.

Sales tip. You’re a real estate agent. You cold call a homeowner with an expired listing. They pick up. You introduce yourself. They sigh and say: “I’ve had bad experiences with agents in the past.” Now you’re at a fork in the road. If your intent is to book the appointment, you might lean forward and say: “Totally understand. A lot of people feel that way. Let me show you how I’m different. I specialize in tough markets. Got a few minutes Thursday or would Friday be better?” Sounds smooth. But it doesn’t feel safe. Why? Because what you’re really saying is: “I hear your concern… but let’s move past it so I can get what I want.” Even if you’re a good person. Even if your heart’s in the right place. It still feels like a pivot. Now imagine a different path. Same call. Same moment. Different intent. This time, you lean back and say, gently: “Bad experiences?” (With a slight up-tone, like an invitation to share.) That’s it. In therapy, this is called mirroring. It helps people feel understood and safe. It shows you’re attuned—not rushing to fix, just present. No pitch. No proving. No “I’m different.” Just space. And maybe… they open up: “Yeah. One guy overpromised. Another barely communicated. Felt like I was doing all the work.” Now you’re not in a sales conversation. You’re in a human one. From here, something real can unfold: Trust. Connection. Permission to keep going. Because when people feel heard, they’re more open to hearing you.

Here are 10 sales tips from a guy who's been selling for decades in one of the toughest industries on earth. Construction in New York doesn't forgive bad salesmanship. You either learn to sell right, or you don't eat. Here's what I've learned after decades of winning jobs that others couldn't… 1. Show up with solutions, not desperation. Clients smell need from a mile away. They trust people who solve problems, not people who need paychecks. 2. Talk about them, not you. I've seen guys lose million-dollar jobs because they spent 45 minutes talking about their equipment instead of 5 minutes understanding the client's headache. 3. Ask the hard questions nobody else will. While your competition is pitching, you should be digging. What keeps them up at night? What went wrong last time? 4. Show them the finish line, not the starting blocks. People don't buy concrete and steel. They buy buildings that work, deadlines that stick, and problems that disappear. 5. Let your work speak first. I don't talk about quality. I show photos from last month's job. Big difference. 6. Make it safe for them to say yes. Every client has been burned before. Give them a way out if things go sideways. 7. Drop the industry jargon. "Optimized workflow integration" sounds like you learned to talk from a manual. Just say what you mean. 8. Tell them about the time everything went wrong. War stories build trust faster than perfect pitches. Show them you've been tested. 9. Handle their doubts before they voice them. If you've been in this game long enough, you know what they're thinking. Address it head-on. 10. Never chase a sale that doesn't make sense. Desperate deals make for miserable projects. Walk away from the wrong clients so you can find the right ones. The best salespeople I know don't "sell" anything. They just help people make decisions they won't regret.

Struggling with cold intros that don't convert?  My client was too, and it made her lose heart. She could get referrals, but thought she couldn't close because she disliked selling herself. Most advice focuses on perfecting the offer. Wrong place to start. You don't need the best offer to close. I've sold $50M deals at Fortune 100s,  and netted $100K in 100 days solo. These are the 11 common mistakes I learned kill referrals, and the fixes that get closes: ❌Talking data only and overloading the audience ✅Be curious. Ask questions. Let them tell you what they need. 💬”What prompted you to want to meet today?” The goal is 40-60% buyer talk-time. ❌Pitching features instead of belief ✅Check their belief in you as the solution they need. 💬”What do you think delivers the biggest unlock for you?” Winning discussions have 28% more buyer questions. ❌Positioning as a general problem solver ✅Be the 32MM drill bit for the 32MM hole they need. 💬”Here is how and where I have solved this before.” Specialists are 2.9X more likely to command $10 K-plus project fees. ❌Skipping urgency ✅Show a loss-or-gain case. 💬”Would you burn another $160K trying to figure this out on your own.” An urgency cue lifts revenue 27% in studies. ❌Not establishing a decision expectation ✅Be clear about your direction. It is fair to set the agenda. 💬”I will ask for a decision by the end of this call.” Calls with a clear expectation have a 70% higher close rate. ❌Believing what you do is easy ✅Own your expertise was hard won and unique. 💬”I delivered X by doing Y for this client.” Generic social proof drops win rates 22%. ❌Expecting your experience is sufficient ✅Show leverage, talk method. Method > Experience. 💬”I used my 5 step framework to get the same outcomes at 20 clients.” 78% of clients pay a premium when they perceive exceptional, niche expertise. ❌Not demonstrating your impact ✅Quantify and connect outcomes to their needs. 💬”The result of this was a 20% increase in X.” Value-based pricing raises revenue up to 25% over hourly billing. ❌Focusing on your objectives, not theirs ✅First, demonstrate value, then explore mutual fit. 💬”Given your problem, here is how you accelerate. This is my method.” Buyers talk 28% more in calls that close. ❌Coming across as desperate ✅You choose whether you make an offer. 💬”I'm really excited for this opportunity," not "I really need to close to pay my kid’s tuition.” Discounting too early correlates with a 27% drop in win rates. ❌Treating an ask as dirty ✅Believe in yourself and your offer. 💬”If I feel we are a fit, I will tell how I work and ask for a decision at the end of this call.” Fastest sales cycles spend 53% more time clarifying next steps in the first two calls. My client made these easy fixes. Her close rate increased by 50%. Her confidence in herself? Up 100%. Try these easy fixes in your next call. Watch your close rate soar. Which do you believe will make the biggest difference?

How do you persuade a difficult stakeholder? You’ve got the vision. The problem is defined. The slides are polished. But when you’re presenting, you’re met with resistance. Here’s why this happens: most of us start with the problem. What’s wrong? What’s holding us back? And while that makes sense - focusing there can keep people stuck. Especially difficult stakeholders. Why? Because starting with the problem often triggers defensiveness, assumptions, and blindspots. Instead, try starting with the Desired Future. Show them what’s possible. Invite them into the bigger picture. This can be easier said than done. So here are some questions I ask my CEO clients: 👉 What is the future you are trying to create? 👉 How can you connect it to universal desires: growth, security, belonging? 👉 Ground it in evidence - what shows this future is already within reach? 👉 How does your past experience make this credible? The next time you’re facing resistance, pause and ask: Am I leading with the problem - or the promise?

Handle objections like a six-figure salesperson It’s not about talent—it’s about preparation. Here’s how to tackle objections effectively: → Anticipate common objections, plan your responses. → Reframe objections into opportunities to add value. → Practice these strategies until they become second nature. 👉 Download the PDF version here: https://buff.ly/3PK3Xbk Here are 12 common sales objections and how to respond to them: 1.) We’re already working with another vendor. ⇢ Acknowledge their loyalty and ask what they value most. ⇢ Differentiate by emphasizing areas where you outperform competitors. ⇢ Ask: “What’s one thing you wish they did better?” 2.) This isn’t a priority. ⇢ Show understanding and suggest exploring how you can prevent a specific problem later. ⇢ Ask: “Would a quick chat now help for when it does become a priority?” 3.) We don’t have the budget. ⇢ Use humor or empathy to acknowledge their constraints. ⇢ Offer a preview so they can assess if it should be on their radar for next year. ⇢ Ask: “Would that work for you?” 4.) I need to think about it. ⇢ Respect their hesitation and offer to schedule a follow-up. ⇢ Ask: “What specific questions are still on your mind?” 5.) Send me an email. ⇢ Agree but provide context to ensure relevance. ⇢ Ask: “Would these outcomes align with what you’re focused on now?” 6.) I’m not interested. ⇢ Subtly acknowledge their position while offering value. ⇢ Ask: “Would exploring this together make sense before deciding further?” 7.) Where did you have my number from? ⇢ Clarify politely and explain where you found their contact information. ⇢ Reassure them by tying your outreach to their goals. 8.) Your price is too high. ⇢ Acknowledge their concern and reframe the conversation to focus on value. ⇢ Ask: “Do you feel confident our solution would help you achieve your goals?” 9.) We’re happy with what we have. ⇢ Validate their satisfaction but share examples of clients who improved despite being content initially. ⇢ Ask: “Would you be open to exploring potential gains on your end?” 10.) Call me back in 4 months. ⇢ Agree and ask what’s expected to change in that timeframe. ⇢ Probe lightly to uncover urgency: “Would anything make it worth discussing sooner?” 11.) I’m not interested. ⇢ Acknowledge their decision and highlight how their role impacts outcomes. ⇢ Ask indirectly: “Would it make sense to explore other perspectives before deciding?” 12.) We tried something similar before, and it didn’t work. ⇢ Avoid sounding defensive and reframe the conversation by emphasizing how you’re different. ⇢ Transition back to the pitch confidently: “Let’s dive in, and I think you’ll be pleasantly surprised.” Preparation is the key to handling objections confidently. Save this guide, adapt these responses to fit your style, and turn challenges into opportunities. Want a high-res version of this cheat sheet? 👉 Download it here: https://buff.ly/3PK3Xbk

Persuasion isn’t about being right. It’s about making others see value the way you do. Great leaders don’t force decisions - they inspire alignment. If you want to turn resistance into support, here are 8 proven strategies for mastering the art of persuasion: 1️⃣ Embrace Carnegie’s Way The timeless principles of influence: ↳ Show genuine interest in others. ↳ Avoid criticism - focus on solutions instead. ↳ Make people feel important. 2️⃣ Follow Monroe’s Sequence Use this 5-step method to persuade effectively: 1. Attention: Capture their interest immediately. 2. Need: Address their challenges. 3. Satisfaction: Provide a compelling solution. 4. Visualisation: Show them the outcome. 5. Action: Make the next step easy and clear. 3️⃣ Build a Trust Triangle Trust is built through: ↳ Promises: Keep your word. ↳ Expertise: Share your proven results. ↳ Authenticity: Show up as your real self. 4️⃣ Use the Mirror Method Create instant rapport by mirroring others’ energy, tone, and behaviour. People are naturally drawn to those who reflect their own style. 5️⃣ Master the Science of Influence Use 6 key triggers to build trust and influence: 1. Reciprocity: Give before you ask. 2. Scarcity: Highlight urgency and what’s at stake. 3. Authority: Let your expertise speak for itself. 4. Consistency: Align your message with shared values. 5. Liking: Build genuine rapport. 6. Social Proof: Show how others are already on board. 6️⃣ Develop a Network Strategy Organise your relationships into three tiers: ↳ Power 25: Your closest, high-impact connections. ↳ Key 150: Broader influential network. ↳ Outer Network: The wider circle you can call on when needed. Start by focusing on strengthening your core group. 7️⃣ Incorporate the Aristotelian Triad Balance Credibility, Emotion, and Logic in your messaging.  A persuasive argument speaks to the head and the heart. 8️⃣ Apply the Stakeholder Matrix Map out the people who hold the most power and influence in your network. Prioritise your efforts to connect with those who can have the biggest impact on your goals. When you apply these 8 techniques, persuasion stops being about “winning” and becomes about building trust, creating connection, and alignment. -> Who’s the most persuasive person you know? What’s their secret? ♻ Share this with your network to help them master persuasion. ➕ Follow me, Jen Blandos, for actionable daily insights on business, entrepreneurship, and workplace well-being.

Loud voices don't win difficult conversations. Quiet power does: Most advice on tough talks is wrong: ➟ "Be more assertive" ➟ "Don't show emotion" ➟ "Control the conversation" The real power moves are not so obvious. It's about mastering the art of quiet influence. Showing up with empathy, openness, and intentional action. A mindset that will help you: ✅ Focus on what truly matters  ✅ Hold space for meaningful dialogue  ✅ Listen with your intent to understand  ✅ Aim for common ground and collaboration True power isn't about dominating a conversation. It's about guiding it. Here are 9 transformative ways to stay calm and collected in tough talks: 1. Lead with Vulnerability ⚓ ↳ Begin with "I feel nervous about this conversation" ↳ Authenticity dissolves defenses faster than any argument 2. Master the Art of Silence 🤫 ↳ Count to 7 when things get heated ↳ Silence invites space for truth to unfold 3. Flip the Volume Game 🔊 ↳ Lower your voice when they raise theirs ↳ Quieter voices command more attention and respect 4. Disarm with Honesty 🎬 ↳ Open with "This might not come out perfectly" ↳ Honesty about imperfection creates trust instantly 5. Time your Tough Talks 🕰️ ↳ When cortisol drops, empathy rises (late afternoon) ↳ Biology beats willpower in emotional intelligence 6. Turn Statements into Questions 🪞 ↳ Reflect their words with curiosity ↳ Questions soften resistance and spark self-reflection 7. Take Thoughtful Notes ✍️ ↳ Write visibly during tense moments ↳ Visible notes shift drama into productive dialogue 8. Transform Attacks with Gratitude 🙏 ↳ Thank them for direct feedback ↳ Gratitude turns critics into allies 9. Build Momentum with Micro-wins ⛓️ ↳ Start with three small agreements ↳ Little wins pave the way for bigger breakthroughs Next time someone pushes your buttons, don't push back. Pull them closer with these moves instead. Which technique will you try first? Let me know in the comments! ⬇️ ♻️ Repost to help others master tough conversations. ➕ And follow Mike Leber for more.

Objections: Roadblocks or The Pulse of a Living Deal Like so many of my clients I feared objections. The deal death sentence. The seal on the execution order. Every "I need to think about it." Every "Money's tight right now." Every "Let me run this by my partner." was the sound of money scuttling behind the refrigerator. Each felt like a door slamming in my face. Like sand slipping through my fingers. I was wrong. I'm still wrong from time to time. Usually when I feel weak from an underdeveloped pipeline. Lack of prospecting. Or simply an abusive prospect. But in my moments of clarity I understand that objections aren't barriers. They're invitations to close the deal. When someone objects, they're wrestling with the decision. They're engaged. The deal is alive. It's not a shut out. Show me a prospect with zero objections, and I'll show you someone who's already mentally checked out. Where Most Sellers Lose the Game: Two camps. Both dead wrong. Camp One: Get defensive. Push harder. Bulldoze through the resistance. Result? You kill trust. Camp Two: Retreat. Back down. Apologize for existing. Result? You kill the deal. Both reactions stem from the same poison: fear of losing control. Note: It's usually fear, doubt, or greed that loses deals. Control comes from composure not force. From leaning into the tension instead of running from it. When I stop treating objections like attacks, and start seeing them as doorways into deeper truth, the client is mostly won and the deal mostly closed, through an ego mostly managed. → I welcome objections instead of resisting them. → I respond with calm curiosity instead of emotional reaction. → I reframe resistance into alignment and urgency. This single mental shift can double a close rate. Because it fosters trust. The seller becomes trustworthy. Behind the Friction Dig deeper and objections reveal something fundamental about human nature: 1️⃣ We resist what we don't yet trust. 2️⃣ We test what we desperately want to believe in. 3️⃣ We push back hardest when we're standing on the edge of commitment. Elite closers understand this instinctively. They don't fear objections... they know it's proof of engagement. And because every objection handled with presence and clarity builds the foundation of trust. And trust closes deals. So, next time you hear "I'm not sure..." or "I need to think about it," pause. Breathe. Smile. That's the smell of opportunity. A deal near fruition. Blossoming. Drop your biggest objection demon below: Price? Timing? The spouse card? The soul-crushing "I need to think about it"? Something else? Tell me what rattles you, and I'll give you the exact framework I use to transform that friction into momentum. A power reframe. Because good sellers avoid resistance. And the elite ones dance with it.

Anyone can talk to a client, but very few can close the deal. Here’s how you can. Most developers think they need to "sound confident" in meetings. But the real secret? 𝗖𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲 𝗰𝗼𝗺𝗲𝘀 𝗳𝗿𝗼𝗺 𝗰𝗼𝗻𝘁𝗿𝗼𝗹. ✅ 𝗖𝗼𝗻𝘁𝗿𝗼𝗹 𝗼𝘃𝗲𝗿 𝗵𝗼𝘄 𝘆𝗼𝘂 𝗽𝗿𝗲𝘀𝗲𝗻𝘁 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳. ✅ 𝗖𝗼𝗻𝘁𝗿𝗼𝗹 𝗼𝘃𝗲𝗿 𝗵𝗼𝘄 𝘆𝗼𝘂 𝗹𝗲𝗮𝗱 𝘁𝗵𝗲 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻. ✅𝗖𝗼𝗻𝘁𝗿𝗼𝗹 𝗼𝘃𝗲𝗿 𝗵𝗼𝘄 𝘆𝗼𝘂 𝘁𝘂𝗿𝗻 𝗮 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻 𝗶𝗻𝘁𝗼 𝗮 𝗰𝗹𝗼𝘀𝗲𝗱 𝗱𝗲𝗮𝗹. So, how do you do that? 𝟭. 𝗙𝗹𝗶𝗽 𝘁𝗵𝗲 𝗦𝗰𝗿𝗶𝗽𝘁—𝗔𝘀𝗸, 𝗗𝗼𝗻’𝘁 𝗝𝘂𝘀𝘁 𝗔𝗻𝘀𝘄𝗲𝗿. When a client or hiring manager asks, “Can you do this?” Don’t just say “Yes.” Say, “𝗪𝗵𝗮𝘁’𝘀 𝘁𝗵𝗲 𝗯𝗶𝗴𝗴𝗲𝘀𝘁 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲 𝘆𝗼𝘂’𝗿𝗲 𝗳𝗮𝗰𝗶𝗻𝗴 𝘄𝗶𝘁𝗵 𝘁𝗵𝗶𝘀?” Now, you’re leading the conversation and uncovering their pain points. 𝟮. 𝗦𝗲𝗹𝗹 𝗢𝘂𝘁𝗰𝗼𝗺𝗲𝘀, 𝗡𝗼𝘁 𝗝𝘂𝘀𝘁 𝗦𝗸𝗶𝗹𝗹𝘀. Clients don’t hire developers—they hire solutions. Wrong: “I know React, Next.js, and Node.js.” Right: “I build fast, conversion-focused websites that boost engagement by 40%.” 𝟯. 𝗠𝗮𝘀𝘁𝗲𝗿 𝘁𝗵𝗲 𝗔𝗿𝘁 𝗼𝗳 𝗣𝗲𝗿𝘀𝘂𝗮𝘀𝗶𝗼𝗻. Instead of saying “I’ll do this for you,” say “𝗜𝗺𝗮𝗴𝗶𝗻𝗲 𝗵𝗮𝘃𝗶𝗻𝗴 𝗮 𝘄𝗲𝗯𝘀𝗶𝘁𝗲 𝘁𝗵𝗮𝘁 𝗹𝗼𝗮𝗱𝘀 𝗶𝗻 𝟭 𝘀𝗲𝗰𝗼𝗻𝗱, 𝗿𝗮𝗻𝗸𝘀 𝗵𝗶𝗴𝗵𝗲𝗿 𝗼𝗻 𝗚𝗼𝗼𝗴𝗹𝗲, 𝗮𝗻𝗱 𝗰𝗼𝗻𝘃𝗲𝗿𝘁𝘀 𝗺𝗼𝗿𝗲 𝘂𝘀𝗲𝗿𝘀. 𝗧𝗵𝗮𝘁’𝘀 𝘄𝗵𝗮𝘁 𝗜 𝗯𝗿𝗶𝗻𝗴 𝘁𝗼 𝘁𝗵𝗲 𝘁𝗮𝗯𝗹𝗲.” Make them 𝘃𝗶𝘀𝘂𝗮𝗹𝗶𝘇𝗲 the end result. 𝟰. 𝗛𝗮𝗻𝗱𝗹𝗲 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗕𝗲𝗳𝗼𝗿𝗲 𝗧𝗵𝗲𝘆 𝗖𝗼𝗺𝗲 𝗨𝗽. Clients will always have concerns—price, timelines, or trust. Instead of waiting for them to ask, address it first: “𝗜 𝗸𝗻𝗼𝘄 𝗿𝗲𝗹𝗶𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝗶𝘀 𝗮 𝗯𝗶𝗴 𝗰𝗼𝗻𝗰𝗲𝗿𝗻 𝘄𝗵𝗲𝗻 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 𝗿𝗲𝗺𝗼𝘁𝗲𝗹𝘆. 𝗧𝗵𝗮𝘁’𝘀 𝘄𝗵𝘆 𝗜 𝗽𝗿𝗼𝘃𝗶𝗱𝗲 𝘄𝗲𝗲𝗸𝗹𝘆 𝘂𝗽𝗱𝗮𝘁𝗲𝘀 𝗮𝗻𝗱 𝗲𝗻𝘀𝘂𝗿𝗲 𝗰𝗼𝗺𝗽𝗹𝗲𝘁𝗲 𝘁𝗿𝗮𝗻𝘀𝗽𝗮𝗿𝗲𝗻𝗰𝘆.” Now, you’ve eliminated doubt before they even mention it. 𝟱. 𝗔𝗹𝘄𝗮𝘆𝘀 𝗟𝗲𝗮𝗱 𝘁𝗼 𝘁𝗵𝗲 𝗖𝗹𝗼𝘀𝗲. A great meeting means nothing if it doesn’t end with action. Instead of saying “Let me know what you think,” say: “𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝗜 𝗽𝗿𝗼𝗽𝗼𝘀𝗲: 𝗜’𝗹𝗹 𝘀𝗲𝗻𝗱 𝗼𝘃𝗲𝗿 𝗮 𝗾𝘂𝗶𝗰𝗸 𝗽𝗹𝗮𝗻 𝗯𝘆 𝘁𝗼𝗺𝗼𝗿𝗿𝗼𝘄, 𝗮𝗻𝗱 𝘄𝗲 𝗰𝗮𝗻 𝘀𝘁𝗮𝗿𝘁 𝗠𝗼𝗻𝗱𝗮𝘆. 𝗗𝗼𝗲𝘀 𝘁𝗵𝗮𝘁 𝘀𝗼𝘂𝗻𝗱 𝗴𝗼𝗼𝗱?” 𝗖𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲 = 𝗖𝗹𝗼𝘀𝗶𝗻𝗴 𝘁𝗵𝗲 𝗱𝗲𝗮𝗹. Your goal isn’t just to talk to clients—it’s to make them say YES. What’s one trick that helped you close deals faster? Let’s discuss in the comments! #ai #growth #tech #website #fullstackdevelopment