Don’t “present” anything . . . - Posted by Joe Kaiser
Posted by Joe Kaiser on January 02, 1999 at 22:09:57:
Man, you’re right there in the rocking chair, don’t move now.
Let him decide what he needs and what will work, and then figure out a way to give it to him. Don’t mess things up by writing up an offer or presenting YOUR ideas. He knows what he wants and is on the verge of trusting you and making you an attractive deal. Let him.
Listen listen listen. He’s probably already told you everything you need to know.
Get together again. Write down the “good” ideas he suggests and just keep going until all the pieces are in place.
People who like and trust you will give everything you need if you give them half a chance. Your job is to take what they give you and turn it into an agreement that solves his problems and provides you with a sweet little deal.
Stop making offers and start making money.