When the Client Won’t Tell You Their Budget
Tired of shooting in the dark? Don’t like leaving money on the table? Here’s how to close the sale and maximize your earnings.
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Negotiation
4 Ways to Handle Price-Obsessed Prospects
“Oh, that’s expensive.” I used to hate hearing this. Everything would be going great with a potential client. I would explain how I can help them, and they would nod their head enthusiastically. Then I would tell them the price and everything would grind to a screeching halt. “Oh, that’s expensive,” they’d say, shaking their …
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Land Bigger Projects by Offering Options
Recently, a marketing firm hired me to help them sell bigger projects. I suggested that they beef up their proposals and pitch bigger projects to their prospects. “We can’t do that,” my client explained, “because we’re already too expensive for many prospects, and losing that business.” In my years working with small businesses, I’ve found …
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How to Handle Requests for Freebies
There was a moment after I started my business when I realized that lots of people were hitting me up for advice. Not only were clients eager to learn as much from me as possible, but old friends and new contacts were asking to “pick my brain.” At first, it was very flattering. But quickly …
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Three Things I Learned in India
I just got back from two weeks in India, and I found it’s a land of entrepreneurs. Unlike the developed world, where big chain stores dominate the landscape, Indian cities and towns are full of mom & pop ventures. Here are a few lessons I took from watching storekeepers, craftsmen, and other enterprising Indians. [margin30] …
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How to Keep Prices High and Still Close the Sale
Ever feel like you need to give a price concession in order to close the sale? WAIT!! Even experienced negotiators encounter this situation all the time. But they’ve got tricks to keep their prices high AND close the sale. Here’s four that I use ALL the time. [margin50] [div style=”float:left;margin-right:20px”] 1 [/div] [div style=”overflow:hidden”] Train …
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