Ken Marlin, Author, The Marine Corps Way to Win on Wall Street: 11 Key Principles from Battlefield to Boardroom

In the early 1970s, I attended what the Marine Corps calls “The Basic School” or “TBS”.  That’s where newly minted Marine Corps officers learn how to lead men in ground combat.  I learned a lot at TBS as well as over the next decade that I served on active duty: war fighting leadership; field skills and more.  But TBS is also where I learned about one of the most important elements of successful negotiating.  It is a lesson that has never left me.

Martin Limbeck, Author, NO Is Short for Next Opportunity – How Top Sales Professionals Think

It’s happened to even the best sales professionals and business leaders: you give a stellar presentation and everything is going smoothly.  You’re pretty sure you’ve got the deal in the bag and then it happens: the client says, “I’m sorry.  We really like what you have to offer, but it’s too expensive for us at this time.”

But before you panic, all is not lost.  Price is one of the most common objections we get in sales.  After all, who wouldn’t want to pay less?  Next time you find yourself in this situation, take a deep breath, relax and try some of these techniques to help you seal the deal.