Larry has a line that sticks: desperation is a cologne.
You cannot hide it, and everyone in the room can smell it.
It leaks through your pace, your discounts, your over-explaining.
The cure is not acting confident, it is being unhurried.
And being unhurried comes from having a cushion.
This is why Chapter 2 is about money before it is about sales.
The calmest person at the table usually wins it.
Not the smartest, not the loudest, the calmest.
Calm is a signal that you have options.
Options are the real leverage in any deal.
Build the options first, in your bank account.
Then walk in smelling like nothing at all.
Details: The Stanford book, from Larry himself: @LarryChiang
#Chapter2 #Optics #Web12