- Shopping Bag ( 0 items )
Posted April 17, 2002
Selling or whining???
Mr. Cohens book held very little new information for the salesman or negotiator and the boring stories he used to make valid (but by no means original) points eliminated ever using the book for any type of reference. As a student of evolving sales techniques I have never, until now, seen whining as a sales technique, but Mr. Cohen seems to live on it. He made some great points on mutually beneficial outcomes, but most of his stories were to his benefit only. Do you think the refridgerator salesman was mutually satisfied that Mr. Cohen had wasted 9 hours of his time??? Or that the salesman could care if he ever saw him again? I got his point about persistence, but my idea of persistence is a little different. I once was negotiating a deal where the salesman followed me to the bathroom (never missing a word) and bored me and my partner to tears until we signed (it was New Years Eve). His type of persistence (which Mr. Cohen endorses) caused us to sign a bad deal that was quickly terminated by our lawyers. Who was mutually satisfied and how could you embark on a long term relationship using tactics like that? On the plus side he did consistently speak of pooling info, resources and experience to bring a mutually beneficial deal (even if his stories contradicted them).Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted March 28, 2013
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