"What we must decide is perhaps how we are valuable, rather than how valuable we are." (Edgar Z Friedenberg) It may take a moment to digest the full wisdom of this brilliant distinction. However,...
Discovering Hidden Value
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Dealing Successfully With Price Objections – Part 2
Most buyers will make at least one effort to test the price. (Don't you?) In part 1 however we learnt to welcome this as a buying signal. We also discussed the importance of getting invited as a...
Dealing Successfully With Price Objections
Few people really enjoy negotiation. Most prefer discussing issues before the negotiation or implementing solutions after a successful outcome. Ending the pricing conversation often feels like a...
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