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Secrets of Power Negotiating for Salespeople by Roger Dawson

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Chapter 7Flinching

Power Sales Negotiators know that you should always Flinch—which means to react with shock and surprise at the buyer’s proposals.

Let’s say that you’re in a resort area and stop to watch one of those charcoal sketch artists. He doesn’t have the price posted, so you ask him how much he charges and he tells you $15. If that doesn’t appear to shock you, his next words will be, “And $5 extra for color.” If you still don’t appear shocked, he will say, “And we have these shipping cartons here, you’ll need one of these too.”

Perhaps you know somebody who would never Flinch like that because it’s beneath his or her dignity. This is the kind of person who would say to a store clerk, “How much is the coat in the window?”

The clerk responds, ...

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