Negotiation Techniques (That Really Work!)

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Overview

Sales is all about negotiation. Price. Delivery. Terms.

And every day, salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, hit quotas, and boost the bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there.

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Negotiation Techniques (That Really Work!)

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Overview

Sales is all about negotiation. Price. Delivery. Terms.

And every day, salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, hit quotas, and boost the bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there.

Things can be tough out there. But with Schiffman's negotiation skills in your pocket, you can do battle and win.

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Product Details

  • ISBN-13: 9781598698275
  • Publisher: Adams Media Corporation
  • Publication date: 12/18/2009
  • Pages: 160
  • Product dimensions: 5.30 (w) x 8.20 (h) x 0.60 (d)

Meet the Author

Stephan Schiffman (New York, NY) has trained more than 500,000 salespeople at firms, such as AT&T Information Systems, Chemical Bank, Manufacturer’s Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).

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Table of Contents

Introduction vii

Part 1 Before You Sit Down at the Table 1

Chapter 1 Ask the Right Questions 3

Chapter 2 What Exactly Is a Negotiation? 10

Chapter 3 Get a Winning Attitude 16

Chapter 4 They Want to Win 24

Chapter 5 Stop the Discounting Madness! 30

Chapter 6 Never Be Lied To 37

Chapter 7 Draw Up Your Battle Plan 43

Chapter 8 What's Your Alternative to a Deal? 50

Chapter 9 Preparing Yourself 56

Part 2 Sitting at the Table 63

Chapter 10 Making the First Moves 65

Chapter 11 How to Structure Offers and Counteroffers 72

Chapter 12 Tricks of the Trade 79

Chapter 13 What Not to Do 86

Chapter 14 Who Are You Talking To? 93

Chapter 15 What to Do When the Discussion Stalls 98

Chapter 16 When to Be Tough, and When to Be Easy 104

Chapter 17 Calling It Quits 110

Chapter 18 The End Game 116

Chapter 19 The Devil's in the Details 123

Chapter 20 How to Win, How to Lose 128

Chapter 21 Coming Back to the Table 134

Chapter 22 Some Final Thoughts 140

Index 145

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Sort by: Showing 1 Customer Reviews
  • Posted June 20, 2012

    more from this reviewer

    Very Good Book that reiterates how to Negotiate

    Strongly recommend this book. Easy read with good tips that reiterate what you may or may not know on selling. Good book to read, highlight and re-read again and again.

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