#AC3 ,RECAP-,COMMON ,OBJEC;NS &
          ,E6ECTIVE ,RESPONSES

    ,W Y 4C.T 7CUT7 YR -MIS.N8
  A4 ,SUP] A*IEV]3 ,I C APPRECIATE :Y
Y'RE ASK+1 & ,I'LL 2 UP FRONT ) Y & SAY
NO4 ,I W N ADJU/ MY FEES = ? R1SON4 ,Z A
PROFES.NAL1 MY "T HAS A C]TA9 VALUE & ,I
ONLY "W ) P1 L YRF1 :O R1LIZE ! VALUE (
PROFES.NAL S]VICE4
  ,B4 ,SUP] A*IEV]3 ,PL1SE D N ?9K ( :AT
,I E>N Z A -MIS.N4 ,MY E>N+S >E BAS$ ON
A FEE = S]VICE1 & ,I C PROMISE Y MY
S]VICE W F> \TWEI< ! FEE4

    ,W Y ADJU/ YR -MIS.N8 ,YR -PETI;N W4
  ,SUP] A*IEV]3 ,Y'RE "R1 ,MR4 PROSPECT1
"! >E A LOT ( DESP]ATE REPRES5TATIVES \
"! & ,I'M 3C]N$4 ,MAY ,I %>E :Y8 ,WE >E
TALK+ AB A P]SON :O DOESN'T EV5 SEE !
VALUE 9 HMF1 & IF HE DOESN'T VALUE HMF D
Y ?9K HE W VALUE YR BUSI;S8

    ,W Y 8ADJU/ ! PRICE0 OR 84C.T ! LI/$
    PRICE80
  A4 ,SUP] A*IEV]3 ,:Y D Y ASK1 >E Y
3SID]+ [N+8
  ,B4 ,SUP] A*IEV]3 ,I'M CURI\S IF Y >E
FAMILI> ) H[ A PRODUCT OR S]VICE'S TRUE
VALUE IS DET]M9$4 ,9 R1L;Y1 VALUE IS N
DET]M9$ 0:AT ! MANUFACTUR]1 OR ^? :O
REPRES5T ! PRODUCT1 FEEL X %D CO/4
,VALUE IS BAS$ ON -P>A# SALES4 ,9 O!R ^W
IF A PRODUCT OR S]VICE IS ONLY WOR? !
LA/ PRICE T X 0 PUR*AS$ =4 ,IF YE/]"D
"S"O PUR*AS$ X AT 4#AJJ & TD Y BUY X =
4#IJ1 B TM "S"O NEGOTIATES 64#HJ1 !N :AT
IS ! TRUE VALUE8 ,MR4 ,PROSPECT1 WE (F]
VALUE PROTEC;N & FEEL "EY"O %D OBTA9 !
SAME FAIR PRICE1 DON'T Y8
  ,C4 ,SUP] A*IEV]3 ,WE D N NEGOTIATE4
,\R PRODUCTS >E V B5EFICIAL4 ,WE ?9K
"EY"O %D RCV ! SAME GRT VALUE4 ,AF ALL1
T'S :AT'S RE,Y IMPORTANT1 ISN'T X8
  ,D4 ,SUP] A*IEV]3 ,_M YE>S AGO1 \R
-PANY MADE A FUNDA;TAL DECI.N--6JU/IFY
PRICE ONCE1 R ?AN APOLOGIZE = POOR
QUAL;Y AN 5TIRE LIFE"T4 ,IF PRICE IS YR
ONLY 3C]N1 OBVI\SLY ,I M/ N H PRES5T$ !
TRUE VALUE4 ,IF ,I MAY1 LET'S REVIEW !
F1TURES & B5EFITS ( [N+1 & !N WE C FUR!R
4CUSS \R VALUE-A4$ S]VICES1 S* Z EXT5D$
W>RANTIES1 9/ALL,N & DELIV]Y1 Z WELL Z !
HO/ ( A4I;NAL S]VICES (F]$4

    ,I DID N BR+ MY *ECKBOOK4
  A4 ,SUP] A*IEV]3 ,T'S F9E1 B Y SAY Y
WD L 6[N & >E PREP>$ 6PROCE$ =W>D1
EXCEPT Y D N H YR *ECKBOOK8 7,NOTE3 ,X
IS IMPORTANT Y ASK ! "Q1 63FIRM IF !
*ECKBOOK IS ! ONLY R1SON PROHIBIT+
[N]%IP47
  ,PROSPECT3 ,YES4
  ,SUP] A*IEV]3 ,I "U/&1 & S WE C G AH1D
TD & />T ! PAP]"W1 ANY DENOM9,N ( CA% W
S]VE Z A GD-FAI? DEPOSIT & PLACE A HOLD
ON ? PRODUCT OR S]VICE Y DESIRE4 ,:AT
AM.T D Y H AVAILA# TD8
    ,I DID N BR+ MY *ECKBOOK & ,I DON'T
    H CA%4
  A4 ,SUP] A*IEV]3 T'S F9E1 HUT Y >E
SAY+ Y WD L 6[N & >E PREP>$ 6PROCE$
=W>D1 EXCEPT Y D N H YR *ECKBOOK OR CA%
AVAILA#8
  ,PROSPECT3 ,YES4
  ,SUP] A*IEV]3 T'S F9E1 ,I "U/&4 ,WE
WON'T LET ^! R1SONS PROHIBIT [N]%IP4
,LET'S G AH1D & PREP>E ! PAP]"W1 & !N
,I'LL PLACE YR ITEM ON HOLD4 ,TM MORN+
,I'LL DROP BY1 OR Y C DELIV] A *ECK 6\R
(FICE4 ,:AT WD 2 MO/ 3V5I5T = Y8 ,%D ,I
DROP 0OR D Y WANT 6-E 6! (FICE8

    ,I H A GD FR 9 ! BUSI;S4
  A4 ,SUP] A*IEV]3 ,I C APPRECIATE T1 S
,I C "U/& YR FRU/R,N ( FEEL+ OBLIGAT$ 6D
BUSI;S ) YR FR4 ,YET1 F A FR%IP
P]SPECTIVE1 Y [E YR FR YR FR%IP4 ,F A
BUSI;S P]SPECTIVE Y [E YRF ! BE/4 ,Y D
WANT ! BE/ "W+ = Y1 DON'T Y8
  ,PROSPECT3 ,YES4
  ,SUP] A*IEV]3 ,YR FR W WANT ! V BE/ =
Y TOO1 WON'T HE8
    ,:Y %D ,I *OOSE Y OR YR -PANY8
  ,! ONLY WAY 6ANSW] ? OBJEC;N IS = Y
6TAKE ! "T 6ID5TIFY YR /R5G?S &
DI6]5TIATE YRF F ! -PETI;N4 ,I L1VE ? "O
UP 6Y4 ,H["E1 MO/ 3SUM]S SEE A
SALESP]SON Z A -MOD;Y4 ,!Y FEEL WE'RE
ALL ALIKE--"O IS ! SAME Z ! O!R4
  ,IF Y H N ID5TIFI$ :Y A CU/OM] WD
*OOSE Y1 !N C]TA9LY ! CU/OM] W 2 UNA#
6"U/& :Y HE %D *OOSE Y TOO4

    ,I'LL BUY US$4
  ,A4 ,SUP] A*IEV]3 ,>E Y WILL+ 6TAKE T
K9D ( RISK8
  ,B4 ,SUP] A*IEV]3 ,H Y "E B"\ ANY?+ (
? TYPE 2F8 ,9 MO/ CASES1 US$ EQUIP;T IS
ONLY AVAILA# 2C ! ORIG9AL [N] HAS NO USE
= X ANY M4 ,>E Y WILL+ 6SACRIFICE ! P1CE
( M9D T A3OMPANIES FACTORY W>RANTIES &
GU>ANTEES8

    ,I'M J LOOK+4
  A4 ,SUP] A*IEV]3 ,LOOK+ AT A NEW
7PRODUCT7 IS FUN1 ISN'T X8
  ,PROSPECT4 ,YES1 X IS4
  ,SUP] A*IEV]3 ,H Y _H AN OPPORTUN;Y
6LOOK AT O!R PRODUCTS71 OR H Y _H !
OPPORTUN;Y 6LOOK ELSE":8
  ,PROSPECT3 ,YES4
  ,SUP] A*IEV]3 ,GRT1 :AT H Y 8LOOK$ AT0
T Y L8
  ,PROSPECT3 ,NO ,I HAV5'T 8LOOK$0
ELSE": OR AT ANY?+ ELSE4
  ,SUP] A*IEV]3 ,\T/&+1 Y H -E 6! "R
PLACE4 7,NOTE3 ,Y MAY 3CLUDE ! PROCESS )
! ,I'M ,/ ,%OPP+ ,CLOSE47

    ,GETT+ PA/ ! GATEKEEP] 7SECRET>Y74
  A4 ,SUP] A*IEV]3 ,:O AM ,I SP1K+ TO1
PL1SE48 ,?ANK Y 7P]SON'S "N74 ,MY "N IS
''' ,PL1SE 3NECT ME ) '''
  ,B4 ,SUP] A*IEV]3 ,HELLO1 MY "N IS '''
,WD Y PL1SE 3NECT U8
  C4 ,SUP] A*IEV]3 ,I "U/& YR EMPLOY] IS
BUSY1 & S AM ,I4 ,T'S :Y ,I'M CALL+4
,I'LL 2 \ (! (FICE & IMPOSSI# 6R1*4
,PL1SE 3NECT U4



    ,I'M TOO BUSY 6TALK4
  ,A4 ,SUP] A*IEV]3 ,I C APPRECIATE T1
"T TRULY IS \R MO/ ,PRECI\S RES\RCE1
ISN'T X8 ,S9CE WE BO? >E BUSY & H A
MUTUAL RESPECT = \R "T1 ,I PROMISE 6HE
BRIEF4
  ,B4 ,SUP] A*IEV]3 ,I APPRECIATE Y >E
BUSY4 ,T'S EXACTLY :Y ,I'M CALL+ Y4 ,I
F9D ^? :O >E BUSIE/ >E MY BE/ CU/OM]S 2C
!Y H A TRUE NE$ = \R PRODUCTS & S]VICES4
,MAY ,I EXPLA9 :Y 6Y8

    ,WE'VE BE5 DO+ BUSI;S )! SAME -PANY
    = YE>S4
  A4 ,SUP] A*IEV]3 ,?ANK Y4 ,I ?9K
LOYALTY IS A VIRTUE1 & \ ( RESPECT = YR
LOYALTY1 ,I N ASK+ Y 6GIVE UP YR
REL,N%IP4 ,:AT'S M1 ,I'LL N ASK = ALL YR
BUSI;S1 ,I ONLY ASK =A SMALL POR;N4 ,&
7F "H7 ,I'LL E>N ANY A4I;NAL BUSI;S4 ,:Y
DON'T Y GIVE X A TRY8
  ,B4 ,SUP] A*IEV]3 ,I RESPECT YR
LOYALTY &! _M YE>S ( YR BUSI;S REL,N%IP4
,I C ASSURE Y ! VA/ MAJOR;Y ( MY CU/OM]S
>E J Z LOYAL1 WD Y L 6"K :Y8
    ,I NE$ 6RUN ? 0MY BOSS OR ! -MITTEE4
  7,NOTE3 ,Z /AT$ E>LI]1 9 MO/ CASES ?
OBJEC;N IS CAUS$ 0LACK ( PROP]
QUALIFIC,N47
  ,A4 ,SUP] A*IEV]3 ,I "U/&1 & Y W
RECOMM5D !Y G =W>D ) ? PROPOSAL1 WON'T
Y8 7,NOTE3 ,? "Q 3FIRMS 8 OR H] TRUE
POSI;N47
  ,B4 ,SUP] A*IEV]3 ,:5 D Y MEET8 ,GRT1
,I'LL ADJU/ MY S*$ULE & 2 "! 6DELIV] !
PRES5T,N ) Y4
  ,C4 ,SUP] A*IEV]3 ,I "U/&4 ,:AT W Y
4CUSS ) !M8 ,&( C\RSE1 M9E IS !
RECOMM5D,N Y W MAKE1 ISN'T X8

    ,I'M N 9T]E/$4
  A4 ,SUP] A*IEV]3 ,( C\RSE Y >E N4 ,H[
CD Y 2 9T]E/$ )\T "K+ ANY?+ AB !
B5EFITS8
  ,B4 ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 ,I
PROMISE ,I'M N GO+ 6TRY 6SELL Y ANY?+4
,I'M ONLY "H 6PRES5T 6Y ! R1SONS :Y S _M
O!RS L YRF1 :O 9ITI,Y 7 N 9T]E/$1 DECID$
6TAKE ADVANTAGE ( \R (F]4 ,IF :AT ,I %>E
) Y DOES N AGREE ) YR PHILOSOPHY OR
BUDGET1 !N ,I W "U/&4 ,Y 2 ! JUDGE4 ,IS
T FAIR8

    ,X'S N A GD "T1 MY BUSI;S IS (F4
  A4 ,SUP] A*IEV]3 ,I "U/&4 ,P]H MY
S]VICE W 2 ! ANSW]4
  ,B4 ,SUP] A*IEV]3 ,J 2C BUSI;S IS (F1
DOES N M1N Y %D SL[ D[N4 ,N[ IS ! "T
6DIG IN4 ,I'M GLAD ,I'M "H4 ,LET'S Y &
,I TAKE PROACTIVE M1SURES 69SURE ? W N
HAPP5 AG4

    ,I DON'T H A BUDGET AT ? "T4
  A4 ,SUP] A*IEV]3 ,T'S :Y ,I'M "H4 ,!
9CR1S$ PRODUCTIV;Y & RESULTS Y W EXP]I;E
W MAKE ! CO/ ( [N]%IP ALM FREE4
  ,B4 ,SUP] A*IEV]3 :5 WD ! NEXT BUDGET
ALLOC,N BE8 ,GRT1 :Y DON'T WE MEET N[1 &
WE W H "EY?+ 9 PLACE :5 ! FUNDS >E
ALLOCAT$4
  ,C4 ,SUP] A*IEV]3 ,I C C]TA9LY
APPRECIATE T4 ,T'S EXACTLY :Y \R BE/
CU/OM]S *OOSE 6[N )! B5EFIT ( \R
F9ANCIAL >RANGE;TS4 ,>E Y AW>E WE (F]
T]MS8