5. Always carry one of your books in your hands, cover facing out, wherever you go. Even parties. Keep a dozen books, protected well for frequent shifts and temperature changes, inside your car. Not trunk.

6. Wear a T-shirt with a copy of book’s cover on back and your URL at bottom and on front. Or list’s Amazon.com’s URL if you prefer. Get T-shirts for rest of family too. When whole family is wearing one in an unusual color information will always get inquiries.

7. Create Get a member page and profile on Amazon.com and other online booksellers. Know and understand member profiles on Amazon.com (http://www.amazon.com). On Amazon, select help and type in member profile. Be on Amazon’s bestseller list. Sell any damaged books in Marketplace on Amazon.

(c) Copyright 2004, Catherine Franz. All rights reserved.

Here are a few ways you can effectively position this request.

“If I could do that price for you would you be willing to extend length of contract for an additional three months?”

“If I could work that out would you be prepared to give me advertising space?”

“The only way I could give you that is if you add one more line of products.”

“Let’s put that aside for time being. Would you be able to give a similar amount of…in exchange for that concession?”

The key here is to think outside box and explore other options available to you.

I recall speaking to a prospective client about a training workshop and was asked to make a concession that amounted to a fifteen percent discount. I was not comfortable with this so I asked my prospect if he would be willing to give me a comparable amount of his product instead. He did not have authority to make such a decision but spoke to someone who did. My request was eventually denied so my client conceded to my initial offer.

Another effective approach is to make concession but take something away from initial offer. For example, you could say, “I can do that. However, I will have to charge you for…” or “I can do that. Do you want free delivery or after-hours service taken out of contract?”

Most people will expect you to keep all conditions “as is” but they will want lower price. By demonstrating how much concession is worth you can reduce effectiveness of their request.

Finally, another strategy is to always ask for something in return for making a concession even if you don’t need it. I have been surprised how many times I have gotten something extra simply by asking. Plus, it often prevents other person from asking for an additional concession because they know you will ask for something in return.

Remember, your ultimate goal is to give away as little as possible in order to close sale. Every time you discount your product or service you discount yourself and eat away your profits.

© Copyright 2004 Kelley Robertson