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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

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The Law of Disappearing Discounts

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The Magic Pen

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The Removable Objection Close

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Second Pencil

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The Total Cost of Ownership Close

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Cost Pus Negotiating

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Third Pencil

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The Service Credit Close

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Introduction

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Slow Kills

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Keep The Customer Busy When They Are Alone

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The 100 Dollar Bill Close

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Bad Habits of Negotiating #1 Being Afraid to Negotiate

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BHN Confess

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Rule #2 Negotiate Out of Inspiration, Not Desperation

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Lose Lose Outcome

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The Power of Suggestion

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How The Negotiation Plays Out

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Refocusing the Objection

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Visit Us At Our Website

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Rule #4 Whoever Starts The Negotiation Has The Advantage

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Easy Bumps

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Delivery and Cadence

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Lose Lose Outcome

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BHN #2 Not Having a Commitment

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Slow Kills