I was in a training class and “Don’t negotiate in your own head!” was my personal take away.
How often do you spend a lot of time inside your own head writing stories instead of asking questions and listening to the prospects answer?
Take out the mental trash.
Fill your mind with the prospect’s truth.
Ask more questions.
Gather more information by listening.
Stop negotiating in your own head… I have to go take my own advice! Cheers.