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Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator / Edition 3
     

Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator / Edition 3

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by Roger Dawson
 

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ISBN-10: 156414500X

ISBN-13: 2901564145009

Pub. Date: 10/28/2001

Publisher: Career Press, Incorporated

Secrets of Power Negotiating for Sales People is not a dull, dry treatise full of theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for sales people about the process of negotiation. It will enable any salesperson to take a quantum leap in sales.

Overview

Secrets of Power Negotiating for Sales People is not a dull, dry treatise full of theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for sales people about the process of negotiation. It will enable any salesperson to take a quantum leap in sales.

Product Details

ISBN-13:
2901564145009
Publisher:
Career Press, Incorporated
Publication date:
10/28/2001
Edition description:
NE
Pages:
255

Related Subjects

Table of Contents

Contents

Preface Nothing Happens Until Somebody Sells Something—at a profit,
Section One: The Importance of Negotiating,
Chapter 1: Selling in the New Millennium,
Chapter 2: Win-Win Sales Negotiating,
Chapter 3: Negotiating Is Played by a Set of Rules,
Section Two: Beginning Sales Negotiating Gambits,
Chapter 4: Ask for More Than You Expect to Get,
Chapter 5: Bracketing,
Chapter 6: Never Say Yes to the First Offer,
Chapter 7: Flinching,
Chapter 8: Playing Reluctant Seller,
Chapter 9: Concentrate on the Issues,
Chapter 10: The Vise Gambit,
Section Three: Middle Sales Negotiating Gambits,
Chapter 11: Higher Authority,
Chapter 12: Avoid Confrontational Negotiating,
Chapter 13: The Declining Value of Services,
Chapter 14: Never Offer to Split the Difference,
Chapter 15: The Hot Potato,
Chapter 16: Trading Off,
Section Four: Ending Sales Negotiating Gambits,
Chapter 17: Good Guy / Bad Guy,
Chapter 18: Nibbling,
Chapter 19: Patterns of Concessions,
Chapter 20: Withdrawing an Offer,
Chapter 21: Positioning for Easy Acceptance,
Chapter 22: Writing the Contract,
Section Five: Why Money Isn't As Important As You Think,
Chapter 23: Buyers Want to Pay More, Not Less,
Chapter 24: Things That Are More Important Than Money,
Chapter 25: Finding Out How Much a Buyer Will Pay,
Section Six: Secrets of Power Sales Closing,
Chapter 26: The 4 Stages of Selling,
Chapter 27: 24 Power Closes,
Chapter 28: Questionable Closes,
Section Seven: How to Control the Negotiation,
Chapter 29: Negotiating Drives,
Chapter 30: Questionable Gambits and How to Counter Them,
Chapter 31: Negotiating with Non-Americans,
Chapter 32: Negotiating Pressure Points,
Chapter 33: Handling Problem Negotiations,
Chapter 34: Handling the Angry Person,
Section Eight: Understanding the Other Negotiator,
Chapter 35: Developing Personal Power,
Chapter 36: Understanding the Personality of the Buyer,
Chapter 37: Win-Win Sales Negotiating,
Postscript,
About the Author,
Also by Roger Dawson,
Index,

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Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator 4 out of 5 based on 0 ratings. 4 reviews.
joycegal More than 1 year ago
I bought this book about 6 years ago and used the concepts to train my company's inside sales force. I recently resurrected the training  again and today edited it a bit for a group of Account Managers (Retention) and Collections Reps. Most of it applies, especially the most basic parts. Immediately after we discussed the first 6 principals and how they apply to the customer calls we receive, I had 2 reps email me to tell me how they were able to more effectively collect money and de-escalate a customer without giving away any money! I highly recommend this book for anyone looking to understand and put into practice solid negotiating techniques.
Anonymous More than 1 year ago
Guest More than 1 year ago
This is a great book and I made 10 times of the book price in 2 hrs after red only 64 pages. Wish I red this long, long time ago.
Guest More than 1 year ago
I have read more then 14 books on negotiation (still reading) and this book is one of the best. In fact if I could only recommend one book, this would be THE ONE!!!! It is practical for Salespeople as well as everyone else. Yes, it is written/targetting the salesperson, however even if you are not a salesperson, I am sure at one point or another you have purchased something and had to negotiate for it. This book will help you become a more savy negotiator by offering delightful insights on negotiation, which is a way of life. The book has several tactics/strategies. You can learn them, use them, or just be aware of them when they are being used on you. Wonderful book!!!!