Winning More Don Scott Pdf -

But a pirated PDF won't save you. Reading without rehearsing won't save you. You can download 100 PDFs, but if you still talk too fast, drop your price at the first objection, and fail to pace the customer’s history, you will continue to lose.

You never drop the price of Square 1. Instead, you simply move the customer left (down the matrix). You say: "If the first option is too rich for you, we don’t haggle. We just change the scope of work to Option 3." winning more don scott pdf

Don Scott hated haggling. He believed that dropping your price lowers your value. Instead of negotiating discount percentages, he used a visual matrix: But a pirated PDF won't save you