How to Be Kind, Kindly Ruthless and Say What You're Thinking

The idea is that you commit to saying three positive things before you deliver the bad news. And then if you can pause and not fill the gap with, oh yeah, I mean like all of a sudden they're desperate to fill that pregnant pause with something. So one that I love to role play is like you get an RFP because in win without pitch ing land, maybe it's a part of win without pitching land.