Chapter 13

The Declining Value of Services

Now let me tell you about the principle of the Declining Value of Services. It teaches you something that you can count on in dealing with buyers: Any concession you make to them will quickly lose its value. The value of any material object you buy may go up in value over the years, but the value of services always appears to decline rapidly after you have performed those services.

For this reason Power Sales Negotiators know that any time you make a concession to the buyer in a negotiation, you should ask for a reciprocal concession right away because the favor that you did the buyer now loses value very quickly. Two hours from now the value of it will have diminished substantially.

Real estate salespeople ...

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