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Why do some prospects respect you while others walk all over you? When you feel like you’re chasing the sale instead of controlling it, you’re already losing. Neediness kills deals, and most marketers don’t even realize how often they signal it.

In this episode, we revisit a conversation I had with Oren Klaff on why traditional sales tactics, including being polite, agreeable, and even “professional,” actually sabotage your results. We get into frame control, status dynamics, and the subtle behaviors that instantly shift power in high-stakes deals. 

If you’re running an agency, selling high-ticket services, or managing enterprise clients, this conversation will challenge how you show up on every call. You cannot sell from a low-status position. Listen to the discussion closely, and you’ll start spotting where you’ve been giving away leverage without even knowing it.

In This Episode:

- Oren’s “lose my number” story

- Why neediness kills deals

- Stop saying please and thank you

- Reframing the status and power dynamics

- Anchoring your value system

- Handling discount requests from buyers

- The “final boss” negotiation tactic

Listen to the Full Episode with Oren Klaff: 

YouTube: https://www.youtube.com/watch?v=3s82Goe9d2k  

Website: https://perpetualtraffic.com/podcast/episode-745-stop-losing-clients-master-saying-the-quiet-part-out-loud-to-close-deals/ 

Buy Oren Klaff’s Books:

Pitch Anything: https://a.co/d/fRAqAby    

Flip The Script: https://a.co/d/hTcp9lP 

Listen to This Episode on Your Favorite Podcast Channel:

Follow and listen on Apple: https://podcasts.apple.com/us/podcast/perpetual-traffic/id1022441491 

Follow and listen on Spotify:

https://open.spotify.com/show/59lhtIWHw1XXsRmT5HBAuK 

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Connect with Oren Klaff:

Website - https://orenklaff.com/    

LinkedIn - https://www.linkedin.com/in/orenklaff/   

Newsletter- https://pitchanything.com/  

Connect with Ralph Burns: 

LinkedIn - https://www.linkedin.com/in/ralphburns 

Instagram - https://www.instagram.com/ralphhburns/ 

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Mentioned in this episode:

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