Part 8/13:
The goal is to own the narrative—to set the direction of the discussion—rather than let others define it. Techniques like addressing the elephant in the room (“Are our sales low because our product isn’t good enough?”) directly confront uncomfortable truths, increasing your authority and credibility.
Project Calm Certainty
People naturally follow those who appear unshakable. Sanchez advocates projectting calm, confident certainty, even when internally uncertain. Maintain steady posture, speak in a lower, flat tone, and avoid emotional displays like crying or frustration.