In Negotiation, Sometimes You Have to Play Naive

In the art of communication and negotiation, intelligence doesn’t always need to be on display. Sometimes, playing naive is a clever strategy that helps salespeople or negotiators gain control, make the other party feel comfortable, and extract valuable information.

When you appear “unsure” or “uninformed,” the other side often explains more, reveals details, and may expose weaknesses in their argument. This gives you the chance to observe, analyze, and respond strategically. Controlled naivety isn’t ignorance—it’s a way to let the other party speak freely, so you can guide the conversation to your advantage.

On the other hand, always appearing sharp can make others defensive, closed off, and less willing to engage. In negotiation, softness can sometimes be more effective than sharpness.

In short, knowing when to “play naive” is a sign of finesse and confidence. It’s not deception—it’s a tactic to understand people, gain leverage, and achieve better outcomes.

Remember That Everyone Is Connected to Someone

In business and life, no one exists in complete isolation. Recognizing that everyone is connected helps us act thoughtfully, build credibility, and expand opportunities sustainably.

The person you meet today could be a friend of tomorrow’s partner, a relative of a potential client, or an influential figure in their community. Every action, word, and gesture can ripple outward, shaping impressions and influencing your personal or professional reputation. That’s why respect, professionalism, and sincerity should be present in every interaction.

On the other hand, ignoring people’s connections or behaving carelessly can lead to missed opportunities and invisible barriers. In a connected world, reputation is built not just on competence, but on how we treat others.

In short, always remember: everyone is connected. Treating people well isn’t just ethical—it’s a strategy for building strong networks and lasting success.

Always Analyze Return on Investment

In business, every dollar invested must be carefully calculated. Always analyzing return on investment (ROI) is not just about financial metrics—it’s a strategic tool for smart decision-making, resource optimization, and risk reduction.

ROI isn’t just a number—it’s a lens for real value: how much you invest, how much you earn, and how fast. By analyzing ROI, businesses identify profitable investments, cut unnecessary costs, and seize valuable opportunities. It’s the foundation for sustainable growth.

On the other hand, investing without analyzing returns leads to waste, lack of control, and strategic confusion. In a competitive environment, decisions based on emotion instead of data are a major risk.

In short, make ROI analysis a habit in every business activity. It ensures that every dollar delivers value, and every decision is grounded in insight.

Giving and Receiving

In life, giving and receiving are inseparable parts of any lasting relationship. Giving isn’t just about offering material things or time—it’s about sharing, understanding, and empathy. Receiving, in turn, isn’t mere consumption—it’s about appreciation, gratitude, and continuing the cycle of kindness.

Those who give generously show compassion, but those who receive gracefully show strength. Receiving isn’t always easy—it requires humility, openness, and sometimes overcoming pride. When giving and receiving are balanced, relationships become deeper, more trusting, and meaningful.

In business, friendship, and family—giving and receiving form the foundation of connection. If we only give without receiving, we risk burnout. If we only receive without giving, we risk selfishness. The harmony between the two is the art of living.

In short, learn to give with an open heart, and receive with gratitude. Because in that exchange, we grow and connect more deeply with the world around us.

Presentation Is for Performance, Closing Is for Sales

In modern business, a great presentation doesn’t guarantee a successful deal. The idea that presentation is for performance, closing is for sales reminds us that the ultimate goal isn’t to impress—it’s to drive action: a customer decision to buy.

Presentations help capture attention, deliver information, and build trust. But if they stop at “performance” without leading to action, they’re just empty shows. Great salespeople know how to shift from emotion to logic, from interest to commitment. They don’t just speak well—they close well.

On the other hand, focusing too much on impressing can distract from the real goal: selling. In business, persuasion isn’t about flashy slides—it’s about turning insight into value, and value into decisions.

In short, remember: presentation is the opening act, sales is the finale. Don’t let the performance overshadow your purpose.

Never Be “In a Meeting” When a Customer Calls

In a professional business environment, customers should always come first. Saying you’re “in a meeting” when a customer calls may seem harmless, but it can signal neglect and damage trust. Never be unavailable when a customer reaches out—it’s a principle of service that builds loyalty and long-term relationships.

When a customer calls, they need support, attention, or a decision. If you delay with excuses, you miss a critical moment in the service journey. Great professionals manage their time flexibly, prioritize wisely, and are willing to pause internal tasks to respond to customers.

On the other hand, consistently making customers wait because you’re “in a meeting” creates a sense of disregard and weakens your brand’s credibility. In a competitive world, responsiveness is a powerful advantage.

In short, always be ready when customers call. Their call isn’t an interruption—it’s the most important task of the day.

Don’t Ask Questions If You Don’t Care About the Answers

In communication, asking questions is a way to show interest, listen, and connect. But if the question is merely formal—without genuine curiosity or a desire to understand—it stops being a tool of connection and becomes empty. Don’t ask questions if you don’t truly care about the answers—because it can make others feel dismissed and disrespected.

A well-timed question, paired with real attention, can spark meaningful conversation, build trust, and create bonds. On the other hand, shallow questions—asked and ignored—undermine sincerity and chill the warmth of dialogue.

In business, personal relationships, or leadership, listening to the answer is just as important as asking the question. It reflects respect, professionalism, and emotional intelligence.

In short, ask with care. Because answers aren’t just information—they’re emotion, sharing, and the foundation of lasting relationships.

Always Understand the Customer’s True Needs

In sales and service, understanding the customer’s true needs is the key to success. Often, what customers say isn’t exactly what they truly need. Great salespeople don’t just listen to words—they read between the lines, ask the right questions, and observe behavior to uncover hidden desires.

When you grasp the core need, you can offer the right solution, deliver real value, and build lasting relationships. On the other hand, if you only sell what you have instead of what the customer truly needs, you risk pitching without connecting.

Understanding needs isn’t just a step in the process—it’s a mindset. It requires empathy, communication skills, and analytical thinking. Outstanding salespeople put the customer at the center and craft solutions that make them feel truly understood.

In short, to sell effectively, you must first understand. And to understand, you must go beyond what’s said—listen deeply, and feel what matters most.

Always Focus on Listening to Customer Feedback

In business, listening to customers is not just courtesy—it’s a core strategy for building better products, services, and lasting relationships. Always focusing on customer feedback helps companies understand real needs, uncover hidden issues, and create tailored solutions.

When customers speak up, they’re offering a chance to improve. Whether it’s praise or complaint, every comment holds valuable insight. Listening means more than hearing—it means understanding, acknowledging, and responding sincerely. Businesses that listen earn trust, retain clients, and strengthen their brand reputation.

On the other hand, ignoring customer input leads to complacency, misdirection, and lost market share. In a competitive world, listening is a powerful advantage.

In short, treat every customer opinion as a compass for improvement. Listening isn’t passive—it’s the first step toward innovation and success.

Treat Everyone You Meet as a Potential Client

In modern business, every encounter can be an opportunity. Treating everyone you meet as a potential client not only shows professionalism, but also opens doors to valuable relationships in the future.

Everyone has their own network, needs, and influence. When you communicate with respect, attentiveness, and sincerity, you leave a strong impression and plant the seeds for future collaboration. Great salespeople don’t distinguish between “clients” and “outsiders”—they’re always ready to serve, share, and connect.

On the other hand, if you only treat those with immediate value well, you risk missing hidden opportunities. In a world full of surprises, the person you meet casually today could be a strategic partner tomorrow.

In short, view every interaction as a business opportunity. Being kind, professional, and genuine with everyone is how you build a strong personal brand and naturally grow your network of potential clients.

Always Propose the Next Task While Completing the Current One

In a professional work environment, always proposing the next task while completing the current one reflects proactive thinking, responsibility, and strategic planning. High-performing individuals don’t just finish what’s assigned—they anticipate what comes next to maintain momentum and deliver continuous value.

Thinking ahead while working helps avoid delays, reduces downtime, and strengthens the connection between tasks. It shows that you’re not just following instructions, but that you understand the bigger picture and contribute to overall progress. This is a sign of systems thinking and leadership potential.

On the other hand, working in a disconnected, task-by-task manner can lead to fragmentation, lack of direction, and missed opportunities to optimize performance. In a competitive environment, being proactive is a key advantage for making an impact and advancing your career.

In short, train yourself to always think one step ahead. Every action isn’t just about completion—it’s about paving the way for what’s next. That’s smart, sustainable work.

Turning Customer Objections into Sales Goals

In sales, customer objections are not barriers—they’re opportunities to better understand their needs, concerns, and expectations. Outstanding salespeople don’t avoid objections—they know how to transform them into sales goals.

Every objection carries valuable insight: “It’s too expensive” means the customer needs to see more value; “I don’t need it yet” means urgency isn’t clear; “I’m using another product” means you need to prove superiority. By listening and analyzing objections, you can adjust your approach, highlight benefits, and guide the customer toward a buying decision.

Great salespeople don’t argue—they ask smart, open-ended questions and lead with empathy. They turn doubt into trust, hesitation into action. The ability to convert objections into motivation is a mark of professionalism and skill.

In short, objections aren’t the end—they’re the beginning of a successful sale. Treat customer feedback as a compass to refine your strategy and earn their confidence.

In Business, a Dinner Is Not About the Food

In professional business settings, a dinner is not simply about enjoying the food—it’s an opportunity to connect, build relationships, and expand influence. Business-minded individuals understand that the true value of a dinner lies in the conversations, handshakes, and connections formed or strengthened.

Instead of focusing on the menu, strategic thinkers observe, listen, and engage. They seek collaboration, learn more about their counterparts, and leave a positive impression through thoughtful interaction. A timely greeting, a clever question, or a sincere offer can open doors to major deals.

On the other hand, treating the dinner as just a meal means missing valuable opportunities. In business, any space can become a place of negotiation—if you know how to use it.

In short, approach every dinner with the mindset of a relationship builder, not just a diner. Because sometimes, success doesn’t come from the table—it comes from the conversations around it.

Always Choose the Best Seat When Meeting Clients

In the art of communication and sales, where you sit is not just a physical detail—it’s a psychological strategy that helps build connection, control the space, and enhance the effectiveness of the interaction. Always choosing the best seat shows initiative, professionalism, and subtle mastery in every client meeting.

The ideal seat allows for easy eye contact, expressive gestures, and confident body language. It creates a sense of comfort, equality, and approachability. In negotiations, sitting where you can see the whole room, manage documents, or be near the presentation screen helps you lead the conversation more effectively.

On the other hand, sitting in a passive spot—out of view or too far from the client—can weaken connection, reduce engagement, and limit influence. Your seat doesn’t define your message, but it strongly shapes the emotional tone and outcome of the meeting.

In short, always observe and choose your seat strategically. It’s the first step toward building trust, making a professional impression, and steering the conversation toward success.

Customers Don’t Care About Your Problems

In business and service, one crucial principle to remember is: customers don’t care about your problems. They come with their own needs, expecting good service, fair value, and a positive experience. Internal issues, personal stress, or delays are not what they signed up for.

A professional knows how to manage emotions, maintain a positive attitude, and stay solution-focused. Even in tough times, they deliver quality, keep promises, and build trust. Stability and proactive behavior make customers feel respected and satisfied.

On the other hand, constant excuses, complaints, or letting personal issues affect performance quickly erode goodwill and lose clients. In a competitive world, professionalism isn’t about having no problems—it’s about handling them so customers never feel the impact.

In short, remember that customers seek solutions, not sympathy. Serve with initiative, grace, and accountability to earn lasting trust and build a strong reputation.

The Number One Sales-Closing Question

In the art of selling, asking the right question is the key to uncovering the customer’s true needs. And the number one sales-closing question isn’t “Do you want to buy?”, but rather:

“If this product helps you save time, reduce costs, or increase revenue, would you be willing to invest?”

This is a strategic question—it doesn’t pressure the customer to decide immediately, but instead sparks interest in real value. It shifts the focus from the product to the benefit, from features to outcomes. Great salespeople don’t sell products—they sell solutions. And this question helps the customer clearly visualize the financial, emotional, and practical gains they’ll receive.

A decisive question not only helps close the deal—it reflects understanding, professionalism, and finesse. It creates dialogue instead of pressure, and opens the door to long-term trust.

In short, in sales, learn to ask the right questions. One strategic question can change the entire outcome and turn a potential lead into a loyal customer.

Show Customers the Financial Value

In business, customers don’t buy products or services just for features—they buy for the real value they receive. One of the most persuasive ways to sell is to translate benefits into concrete numbers—especially financial ones.

When customers clearly see how much they’ll save, how their revenue will grow, or what costs they’ll avoid, they make decisions faster. Clear numbers eliminate doubt, build confidence, and turn abstract value into tangible gain. For example: “This software saves you 20 hours a month, equivalent to 5 million VND in labor costs.”

Outstanding salespeople don’t just say “this is a great product”—they prove “this product helps you earn or save this much.” That’s speaking the language customers care about most: money.

In short, learn to present benefits in financial terms. When customers see the return on their investment clearly, trust builds—and decisions follow.

Treat Customers as You Would Treat Yourself

In business and service, customers are not just buyers—they are companions and the core of all value. Treating customers as you would treat yourself is a golden principle that builds trust, fosters loyalty, and drives sustainable growth.

When we put ourselves in the customer’s shoes, we better understand their needs, emotions, and expectations. Service becomes more thoughtful, sincere, and human. A salesperson who cares like a friend, listens like family, and helps as if they themselves needed support—creates a truly memorable experience.

On the other hand, viewing customers merely as “payers” leads to robotic service, emotional detachment, and loss of connection. In an era where experience matters as much as product quality, empathy and kindness are the greatest competitive advantages.

In short, treating customers as yourself reflects professionalism, ethics, and emotional intelligence. Serve with heart, and every interaction becomes a chance to build trust and lasting value.

When Clients Need Us

In service, business, or any relationship, when clients need us is the crucial moment to demonstrate professionalism, dedication, and true value. It’s not just a chance to serve—it’s an opportunity to build trust and make a lasting impression.

A great professional listens, understands, and responds promptly when clients reach out. They don’t just solve problems—they offer reassurance, respect, and partnership. Being present at the right time, in the right way, makes clients feel supported and loyal.

On the other hand, indifference, delays, or lack of responsibility when clients need help can cost us not only opportunities but also credibility. In a competitive world, attentiveness and initiative are powerful advantages.

In short, when clients need us, show up with sincerity, professionalism, and readiness. Because that’s when we don’t just serve—we prove our worth.

Becoming an Outstanding Salesperson

Sales is not just about exchanging products—it’s the art of persuasion, connection, and delivering value. In a fiercely competitive market, an outstanding salesperson isn’t merely someone with good communication skills, but someone who understands customer needs, builds trust, and offers meaningful solutions.

Great salespeople put the customer at the center. They listen, analyze, and advise with sincerity. They don’t just sell products—they sell trust, satisfaction, and experience. Moreover, they constantly learn, stay updated on market trends, and sharpen their skills to adapt to change.

The most crucial factor is attitude: patience, service mindset, and passion. An excellent salesperson doesn’t just close deals—they build lasting relationships and turn customers into loyal partners.

In short, to become an outstanding salesperson, one must combine knowledge, skill, and character. Serve with heart, think with strategy, and act with professionalism.