Negotiating with Direct Clients: Handling Objections with Confidence

Overview

Talk on Negotiating with Direct Clients: Handling Objections with Confidence by Diana Gordaliza

About the Speaker

Diana's work divides into two areas: on the translation side, she is a certified EN<=>ES translator and interpreter specialising in legal work. On the business development side, she supports LSPs as an Operations & Business Strategy Consultant, embedding directly within her client's teams to shape strategy, drive marketing and sales, or offer dedicated project support. She is also a regular speaker at conferences and webinars across the language services industry, where she passionately talks about real strategy, marketing, and sales.

Abstract
You've defined your offer, delivered a consistent marketing strategy, and a potential client has finally said yes to a call. Then comes the part many freelancers secretly fear: the sales call. How do you approach it without sounding pushy, defensive, or unsure of your own value?This session breaks down what a successful sales call actually looks like, from building rapport to discussing scope, pricing, and next steps, and the mindset shifts that help you feel confident rather than pressured.In this session, you'll learn how to ask better questions that uncover real client needs, frame your expertise as a solution rather than a pitch, and respond to common objections around price, timing, or "needing to think about it," so you can approach your next sales call feeling in control.

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