Today's post is going to be quick but beneficial.

Landing the Deal has a nugget of wisdom for turning a "no" into a "yes." The gist: pitch your high-end products first. If the prospect says no, pitch a less expensive product with similar benefits. The gap in price, combined with product benefits, can encourage prospects to make a buying decision—in the affirmative.

The trick, author Dan Tudor says, "is to plan your comeback pitch in advance so it can be hard-hitting, detailed, and enticing. Get the data you need and double-check your numbers, and it won't seem as if you are desperately shooting from the hip."

Have you tried this tactic before? Has it worked to your advantage? Tell us about it via comments.