Negotiating

Improve your commission dollars by getting more clarity for objections.

Has this ever happened to you? You’ve had a series of great discussions with a prospect, taken lots of great notes, and you’ve developed the proverbial “killer presentation.” You’ve started to deliver that presentation, and you’ve gotten all kinds of positive signals from the prospect. Things seemed promising. Then you got to the final slide, the slide everything else was supposed to justify: the price.  And all the positive signals stopped cold.

Have you ever given a presentation to a prospect who seemed to be showing you nothing but “green lights” … until you came to the final page of your proposal? As a general rule, that’s the page with the price. And for some strange reason, when the prospect saw your price on that final page, all those green lights turned red. The sale died. And no amount of charm or fast talk could bring it back to life. “What happened?”