How do you spot the right moment to push for a better deal in a client meeting?

[Zachary89]

I was in a final meeting with a potential client yesterday, and after we agreed on the main terms, there was just this heavy silence. I had this gut feeling I should ask for something more, but I completely blanked and just moved to wrap things up. Now I’m kicking myself, wondering if that quiet moment was the real moment to ask. How do you even recognize that pivotal point when it’s actually happening?

[Stephen_A]

That heavy silence can mess with your head, and in my experience a pause is often the moment you could use to push for clarity, but you only know it in the moment by reading the client and their responses.

[Elizabeth.M]

Silence is data not noise. When terms settle the other side weighs risk and value and the quiet can mean they need space to think not a sign of weakness.

[Avery66]

Maybe that pause was routine and the real move comes in a quick follow up that frames the extra ask as value rather than pressure.

[Jerry.L]

I doubt that one moment or pivotal point decides everything, the client will have a budget in mind and care about long term value more than a single extra ask.

[RileyH]

If you reframe the moment as what you add in value rather than how much more you can squeeze, you might set up a stronger next convo.

[Jason85]

Treat the pause as a narrative beat in the pitch and plan a crisp optional add on you can present as a phased scope.

[Scott.G]

Next time have a short post meeting plan ready and a single question about what else they want to see to move forward.