From balloon-request@cvs.rochester.edu Sat Jan 20 00:27:15 1996 id AA03007; Sat, 20 Jan 96 00:22:28 EST Date: Sat, 20 Jan 1996 00:22:20 -0500 From: CHACHACBA@aol.com Message-Id: <960120002219_201748378@mail02.mail.aol.com> To: balloon@cvs.rochester.edu Subject: Re: More different worlds In a message dated 96-01-19 21:09:11 EST, you write: >In Michael Aamar's tape on pricing magic he says "watch for the flinch." If >your client flinches when he hears the price you are on their upper limit. > If they back away start explaining how some parts of the show could be >dropped for a lower price. If they didn't flinch, offer add-ons to get the >price higher I love that tape! I think I'll dig mine out and listen to it a few more times. If anyone ever wondered how the big boys negotiated prices they should get this tape. Tom, you sound like you may have missed your calling as a dinner speaker. CHA CHA