From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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Mental strength about price

Mental strength about price

From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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Mental strength about price

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- I want to say some things about mental strength, particularly about price. Salespeople always worry about price and if I can help you to be stronger about getting that high price, then I think that's really worthwhile. So the first thing I want to say is don't be intimidated. Maybe you're going to sell your services or your product to a huge organization. Don't be intimidated by the size of them, that probably just means they've got more money, but the main thing to think about is, you're there aren't you? They've invited you to go in and talk to them, so obviously, they're interested. I like the phrase, "Well, I'm there aren't I?" So that's a good sign to start with. Then I've got my little rule, which is, "They're probably laughing at me." And I think you can really use this in selling, because they're probably laughing at how cheap you are. And I actually did get turned down from a conference website once, it was a…

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