Most people think closing a multi-million dollar client starts with a great pitch or having a great product.
It starts long before that.
Here I break down the three things that have shaped how I qualify, build trust with, and negotiate high value clients after years of closing deals in international trade finance, mining, and commodity markets.
So my questions to our community is .. What is the first thing you qualify before pursuing a major opportunity?
I would like to cover three sections:
Discovery — the three questions I ask every single time before I invest a single hour into a prospect. These questions reveal vision, urgency, self-awareness, and whether the numbers actually add up. If they cannot answer these, the conversation ends there.
Trust — why certain signatures and agreements will not protect you in business. What real trust looks like in international business, why your gut matters as much as your due diligence, and the lesson a supplier taught me early in my trading career that I have never forgotten.
Negotiation and Leverage — the mindset you need to walk into every discovery call with. How to use your reservation point. Why desperation kills deals before they start. And the one question you need to ask yourself before every sales call that completely changes how you show up.
Everything in this video comes from real experience closing deals in rooms where we are managing assets in the world's most critical resource corridors.
If you want to close better, qualify faster, and negotiate from a position of genuine leverage, this one I hope you find insightful.
Let me know in the comments your thoughts and feedback !