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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.