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Rule #1 Negotiating is Optional

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First Pencil

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Win Win Outcome

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Rule #3 Whoever Cares Least About A Deal Wins

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Reduce it To The Rediculous

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BHN #3 Taking Too Long

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Win Lose Outcome

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Recommit Each Pencil

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BHN #4 Relying on the worksheet

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Short Term and Cash are King

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The Maintenance Close

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Additional Tips, Tools, and Techniques

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BHN #2 Not Having a Commitment

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Delivery and Cadence

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Lose Win Outcome

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The Prepaid Maintenance Close

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BHN #5 Working the Manager Harder Than the Customer

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Rule #5 Build In Removable Objections

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The Uneven Split Close

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The Shake and Bump Close

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Closing On Your Negotiations The Gas Savings Close

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Easy Bumps

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Present to Defend

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Focus on the Customer Benefit