I give you something, you give me something….it’s a basic approach in sales that we all forget but if you stick to this it maintains balance and ensures your buyer is engaged and not wasting your time.
It’s tempting to give things away to make the buyer think you are a good guy but it weakens your position if there isn’t a trade and the proverbial ball isn’t advanced.
You have a precious asset so don’t give it away unless you are moving towards a relationship. Genuine business people will respect this.
As always, have the confidence and guts to take a stand – it will pay off big!
Brick
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