1
00:00:00,000 --> 00:00:05,600
If you're just looking to make one deal, and I don't care what it is you're doing or selling,

2
00:00:05,600 --> 00:00:11,800
you got to really think about what's going to put the relationship in place where I can make five more after this.

3
00:00:11,800 --> 00:00:20,200
And so it's not always about extracting every single concession that you can get

4
00:00:20,200 --> 00:00:27,400
or extracting every single dime from a situation. It's really about understanding that whoever it is you're dealing with,

5
00:00:27,400 --> 00:00:32,400
they've got their agenda, they've got their also a tremendous amount of value in many cases they're trying to bring to the table,

6
00:00:32,400 --> 00:00:39,600
and they need to be compensated for that. So how do you balance all those things out where everybody can get as close to winning as possible anyway?

7
00:00:39,600 --> 00:00:41,200
Lots of practice, right?

8
00:00:41,200 --> 00:00:58,200
Right. Well, yeah, and lots of listening.