The latest Selling column: Getting the price you deserve

Ed Brodow offers 10 tips for securing the right rates from clients instead of caving in to therir demands for a discount.

Do you have top tips for effective client negotiation? Share them here.

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Past Columns

• Avoiding 11th-hour negotiations

How to address client concerns before they become a last-minute deal-breaker. by Jeff Thull

• The phone pest
  

How to avoid the top five phone call mistakes. by Art Sobczak

• Beyond bullet points
  

Taking PowerPoint beyond the bullet points. by Cliff Atkinson

• Cracking the networking code
  

The secret to effective networking. by Dean Lindsay

• Friends in high places
  

For a quick sell, bypass middle management and head straight to the top. by Paul R. DiModica

• Listen first, sell second
  

Why holding your tongue could pay off big. by Stephen A. Giglio

• Playing the name game
  

Why it pays to give your brand a winning name. by Harry Beckwith

• Positioned for success
  

Positioning your organization for increased sales. by Jeffrey Gitomer

• The selling CEO
  

Why the best CEOs are leaders, listeners and, now, salespeople. by Jeff Thull

• The selling power of metaphors
  

Metaphors can be a salesperson’s best friend. by Anne Miller

• When did closing become a bad word?
  

Practical tips to close the deal without losing your nerve. by Joe Guertin

• “No” means “Maybe,” and other secrets to success

Why rejection could be the big motivator that jump-starts your career. by Jack Perry