In today's call we broke down a call from a recent deal we got locked up with @Mark Ramey Top Lessons from the call Do not negotiate too early in the conversation, you must know the seller's motivation before getting into negotiations. Ask for the seller's rock bottom number by framing it around the solutions you are offering and the problems your offer is solving. Anchoring - giving a low range is a great way to get a reaction on a low number without the seller being upset at you and losing rapport. "I need to think about it" is not the real objection you need to uncover what the real objection is 99% of the time it's price so if you can address price you can close. Influencers- anyone involved in the decision making process, ask about influencers before giving your offer, if it comes up after you give the offer find out what is important to that person, and get them on a call. Closing more is about being ok with overcoming objections, and helping the seller make the decision, being too nice leads to losing sales. Books on being assertive and dealing with conflict you can become a better closer Not Nice- by Dr. Aziz Gazipura The art of everyday assertiveness- by Patrick King From conflict to courage - by Marlene Chism let's crush the rest of the week!