#068
His proposal was rejected three times. He said, "Save me." I said, "Come, I'll play the client."
方案被否三次，他说“救救我”。我说“来，我演甲方”。
屏幕那头，一位设计公司老板，眉头皱成一条线。
“徐教练，同一个方案，被否了三次。救救我。”
我没有接“救”这个字。
我说：“我是教练，不给意见。来，我扮演甲方。你怎么回，我怎么接。”
他愣了一下，然后开始了 - 解释。辩护。自我防卫。像在跟真实的甲方说话。
几次来回之后，他变了。
语速慢下来。不再急着说。开始听，开始试着总结我的意思。
然后他说了一句：
“我理解。要你为一个虚拟的千万方案做决定，确实不容易。”
屏幕两边都安静了一瞬。
我问：“刚才那几轮，你觉得哪一次甲方最愿意听下去？”
他想了一下。
“……是没解释的那次。”
方案没大改。第二次汇报，过了。
他说：“以前我以为甲方要完美方案。现在才知道，他们要的是能给他们信心的人。”
如果你也等一个“懂你的人” ，与我联系。一起找到问题的根。你的时间与精力，应该花在高回报的目标上。
(案例已脱敏，经本人同意分享)
徐敏聪
商业教练 ｜为赢而练
我帮创始人及CEO先赢，再长。
On the other side of the screen, a design company owner, his brow furrowed into a single line.
"Coach David, the same proposal, rejected three times. Save me."
I didn't pick up the word "save."
I said, "I'm a coach. I don't give advice. Come, I'll play the client. You respond however you want; I'll react however it comes."
He paused, then began. explaining. Defending. Self-protecting. As if he were talking to a real client.
After a few rounds, he changed.
His pace slowed. He stopped rushing to speak. He began to listen, to try to summarize what I meant.
Then he said one sentence:
"I understand. Having to decide on a virtual ten-million-dollar proposal for you, that really isn't easy."
Both sides of the screen went quiet for a moment.
I asked, "In those rounds just now, which version do you think the client was most willing to keep listening to?"
He thought for a moment.
"…The one where I didn't explain."
The proposal didn't change much. The second presentation, it passed.
He said, "I used to think clients wanted a perfect proposal. Now I know they want someone who can give them confidence."
If you're also waiting for someone who "gets you," reach out. Let's find the root of the problem together. Your time and energy belong on high-return goals.
(Case study anonymized and shared with consent)
David Tsui
Business Coach | Coached To WIN
Helping founders and CEOs WIN, then GROW
