Imagine this. You’ve spent months working on a deal. You are generating momentum. The buyer expresses strong interest. Your sales instincts tell you it’s a done deal. But then, your buyer tells you your price is too high. How are you going to respond? Research has shown that over 70 percent of you will cave in. But why? Some sellers feel buyers deserve a discount as reward for buyer loyalty or the risk of the deal– but in fact the reward is the value that you offer your buyer. The key to overcoming that discounting past is confidence and keeping your pipeline full. Understanding your own value will give you the confidence to defend it. | Read more