KEY LESSONS Superstar negotiators—real rainmakers—know that a negotiation is a playing field beneath the words, where really getting to a good deal involves detecting and manipulating subtle, nonobvious signals beneath the surface. It is only by visualizing and modifying these sub surface issues that you can craft a great deal and make sure that it

same formula as Zig’s closes always did. Ask compelling questions, address the customer where they are, remove the barriers to closing the sale, add tremendous value, and blow them away with your generosity. Even the principle of “But wait, there’s more”