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IN A NEGOTIATION, WHOEVER THROWS THE SECOND (2ND) NUMBER LOSESWhen it comes time to discuss Price, the Seller establishes the “ceiling” with the “retail” price of the product. When presented with “your price is too high,” it is essential that the Seller respond with  questions. Consider the Protocol below. The goal is to understand the [...]

THE FLOATING LETTERWe’re in cold-call mode. We need to start “dialing for dollars.” So, we head to the phone and start punching.But, wait! Making a “naked phone call” is like breaking and entering. We Interrupt someone we don’t know – we’re certainly not invited. And, we want their money! Who created this system of cold-calling? [...]