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Hi !

If you want to negotiate like a millionaire… if you’re tired of getting leftovers… quit saying these words:

• No.  Prospects don’t want to hear the word no.  It shuts them down immediately.  That doesn’t mean you give in to every demand.  It means you get good at re-framing.  How can you turn your no into a yes?
  
  Similarly, you never want to say:  I disagree… we can’t do that… not possible… no way… we won’t… and so on.
• Good deal.  Who wants good when you can have great?  Not me.  Not you.  And not your freight prospect.
• Competitive.  This is the most sickening word ever.  It says your freight service is not great… you’re not great… your company is not great… and the prospect should shop with the competition.

This is a very powerful lesson…Words matter!  

And the ones you choose to leave out are just as powerful as the ones you choose to leave in.