Chapter 16

Trading Off

Now let's talk about the last of the Middle Sales Negotiating Gambits, Trading Off. The Trade Off Gambit tells you that any time the buyer asks you for a concession in the negotiations, you should automatically ask for something in return. The first time you use this Gambit, you'll get back the money you invested in this book many times over, and it will earn you thousands of dollars every year, from that point on.

Let's say that you sell forklifts and you've sold a large order to a warehouse, style hardware store. They've requested delivery on August 15, 30 days ahead of their grand opening. Then the operations manager for the chain calls you and says, “We're running ahead of schedule on the store construction. We're thinking ...

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