Chapter 11Great Answers During Price Negotiations

There's one situation where you should always consider compromise.

It's where you can't get everything exactly your own way.

Alas, as a seller, when you're seeking to reach an agreement on price, getting completely your own way isn't always possible.

It would be a wonderful world for sellers if, every time they sent off their priced proposal, the prospect simply said “Yes”.

Of course this can and does happen sometimes. If you've listened carefully to what your prospect requires and have positioned your proposal carefully, so they immediately recognize its value and relevance to them, then a straight “Yes” can be the response.

But often it's rather different. In these cases, if the prospect ...

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