Eddie Hartman

I can't do that.

I can do a 15% discount.

And I can also give you enhanced training.

But in order to get that, I will need you to commit to a two-year deal or a three-year deal.

In other words, what you're doing is you're asking for something back.

then you can position this as in order to give you something exceptional and I want to, because I really want your business, I'm going to need to make this work not just for me, but for everyone else at my company, maybe my investors, if it's just you.

Maybe it's other people who are also in the business of acquiring new customers.

You know, I cannot break the rules.

But what I can do is find an exception in the rules.

If you can commit to a two-year contract, then I can do this thing for you.

But there's a hidden psychology underneath this, Paul.

And it's just this.

Imagine that they say, I'd like a 25% discount.

And you say, done, 25% discount.

was real?

Or do they wonder, could they have gotten 35% from you, 50% from you?

And then remember I said, price and value are so closely interlinked.

If they do not believe your price, they may question your value.

And we see this when I interview, because I do for my clients, I interview lapsed customers.

Oftentimes I hear, well,