There is a science to getting a prospective client to say yes to your offer. There are six universal principles that every salesman should master. In this post, we shall discuss the first three.
Over the past three days, we discussed the first twelve principles to influence a sale from the book, “Rain Making Conversations,” written by Mike Schultz and John Doerr. Today, we will cover the last 4 principles. 13. Scarcity – “Buy it now! Only 2 left!” is a phrase we often hear. Scarcity is the most […]
Limited availability or scarcity is a powerful tool to create the premium pricing. There is only one Super Bowl per year with only a fixed number of seats. Tickets prices rise to meet demand. Furthermore, there are only so many ads spots during the Super Bowl. Here again, prices rise to balance out demand. The […]